Business Development Director - Rolling Stock Components/ Directeur du Développement Commercial – Composants de Matériel Roulant
WabtecIt’s not just about your career or job title… It’s about who you are and the impact you will make on the world. Because whether it’s for each other or our customers, we put People First. When our people come together, we Expand the Possible and continuously look for ways to improve what we create and how we do it. If you are constantly striving to grow, you’re in good company. We are revolutionizing the way the world moves for future generations, and we want someone who is ready to move with us.
Business Development Director – Rolling Stock Components
Location: Montreal, Canada
Reporting To: VP – Transit Services Sales
How will you make a difference?
As a member of the Transit Services Sales division, you will be responsible for identifying, developing, and leading service growth opportunities across the transit sector. You will translate customer needs into actionable service offerings, support long-term account planning, and drive strategic pursuits for complex service deals. This role collaborates closely with Key Account Managers (KAMs), Product Management, and cross-functional teams to build a robust pipeline and position the business for sustained growth in Engineering Services (ES).
What do we want to know about you?
• Deep technical sales knowledge of transit product lines
• 15+ years in the rail supply industry
• Strong commercial acumen and sales experience, including contracts, negotiation, and value-based selling
• Strategic thinking and innovative, out-of-the-box problem solving
• Strong understanding of rolling stock systems and lifecycle service strategies
• Proven ability to develop and execute business development plans
• Experience working with transit agencies, OEMs, and engineering teams
• Proficiency in Salesforce CRM and Oracle systems
• Excellent oral and written communication skills
• Ability to travel across North America (up to 50%)
• Passion for innovation, customer success, and continuous improvement
What will your typical day look like?
• Identify and develop service opportunities tied to equipment overhauls, upgrades, and lifecycle extensions
• Collaborate with KAMs to understand customer needs and timing of major service events
• Translate customer requirements into actionable service concepts in partnership with Product Management
• Build and maintain a healthy pipeline of service opportunities across the region
• Lead pursuit strategies for complex service deals, including proposal development and internal deal reviews
• Coordinate on service execution feasibility and delivery timelines
• Track market trends and competitor activity to inform strategic positioning
• Support long-term account planning with a focus on service growth
• Lead development of TSSSA (Technical Support and Spares Supply Agreement) requirements and offerings for new rolling stock procurements
• Provide commercial support during bid phases and contract negotiations
• Ensure alignment between customer expectations and internal capabilities
• Maintain CRM data accuracy and ensure visibility of pipeline and pursuit status
Relocation assistance may be provided if eligibility requirements are met.
Directeur du Développement Commercial – Composants de Matériel Roulant
Lieu : Montréal, Canada
Rattachement hiérarchique : Vice-président – Ventes des Services de Transport
Comment ferez-vous la différence ?
En tant que membre de la division des ventes des services de transport, vous serez responsable d’identifier, de développer et de diriger les opportunités de croissance des services dans le secteur du transport en commun. Vous transformerez les besoins des clients en offres de services concrètes, soutiendrez la planification à long terme des comptes et piloterez des démarches stratégiques pour des contrats de services complexes. Ce rôle implique une collaboration étroite avec les responsables de comptes clés (KAM), la gestion des produits et les équipes interfonctionnelles afin de bâtir un pipeline solide et positionner l’entreprise pour une croissance durable dans les services d’ingénierie (ES).
Ce que nous souhaitons savoir sur vous :
- Solide expertise en vente technique des gammes de produits du transport en commun
- Plus de 15 ans d’expérience dans l’industrie ferroviaire
- Excellente compréhension commerciale et expérience en vente, incluant les contrats, la négociation et la vente basée sur la valeur
- Esprit stratégique et capacité à résoudre les problèmes de manière innovante
- Bonne connaissance des systèmes de matériel roulant et des stratégies de services sur le cycle de vie
- Capacité avérée à développer et exécuter des plans de développement commercial
- Expérience de collaboration avec des agences de transport, des OEM et des équipes d’ingénierie
- Maîtrise du CRM Salesforce et des systèmes Oracle
- Excellentes compétences en communication orale et écrite
- Disponibilité pour voyager en Amérique du Nord (jusqu’à 50 %)
- Passion pour l’innovation, la réussite client et l’amélioration continue
À quoi ressemblera votre journée typique ?
- Identifier et développer des opportunités de services liées aux révisions d’équipements, aux mises à niveau et aux extensions de cycle de vie
- Collaborer avec les KAM pour comprendre les besoins des clients et le calendrier des événements de service majeurs
- Traduire les exigences des clients en concepts de services concrets en partenariat avec la gestion des produits
- Construire et maintenir un pipeline sain d’opportunités de services dans la région
- Diriger les stratégies de conquête pour les contrats de services complexes, y compris le développement des propositions et les revues internes
- Coordonner la faisabilité d’exécution des services et les délais de livraison
- Suivre les tendances du marché et l’activité des concurrents pour orienter le positionnement stratégique
- Soutenir la planification à long terme des comptes avec un accent sur la croissance des services
- Diriger le développement des exigences et des offres TSSSA (Accord de Support Technique et Fourniture de Pièces de Rechange) pour les nouvelles acquisitions de matériel roulant
- Fournir un soutien commercial pendant les phases d’appel d’offres et de négociation de contrats
- Assurer l’alignement entre les attentes des clients et les capacités internes
- Maintenir l’exactitude des données dans le CRM et garantir la visibilité du pipeline et de l’état des démarches commerciales
Une aide à la relocalisation peut être offerte si les critères d’éligibilité sont remplis.
Who are we?
Wabtec Corporation is a leading global provider of equipment, systems, digital solutions, and value-added services for freight and transit rail as well as the mining, marine, and industrial markets. Drawing on nearly four centuries of collective experience across Wabtec, GE Transportation, and Faiveley Transport, the company has grown to become One Wabtec, with unmatched digital expertise, technological innovation, and world-class manufacturing and services, enabling the digital-rail-and-transit ecosystems.
Wabtec is focused on performance that drives progress and unlocks our customers’ potential by delivering innovative and lasting transportation solutions that move and improve the world. We are lifelong learners obsessed with making things better to drive exceptional results. Wabtec has approximately 27K employees in facilities throughout the world. Visit our website to learn more! http://www.WabtecCorp.com
Our Commitment to Embrace Diversity:
Wabtec is a global company that invests not just in our products, but also our people by embracing diversity and inclusion. We care about our relationships with our employees and take pride in celebrating the variety of experiences, expertise, and backgrounds that bring us together. At Wabtec, we aspire to create a place where we all belong and where diversity is welcomed and appreciated.
To fulfill that commitment, we rely on a culture of leadership, diversity, and inclusion. We aim to employ the world’s brightest minds to help us create a limitless source of ideas and opportunities. We have created a space where everyone is given the opportunity to contribute based on their individual experiences and perspectives and recognize that these differences and diverse perspectives make us better.
We believe in hiring talented people of varied backgrounds, experiences, and styles… People like you! Wabtec Corporation is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, or protected Veteran status. If you have a disability or special need that requires accommodation, please let us know.