Regional Sales Manager Eastern Europe ( UIC Freight)

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� Description

• • Own the entire commercial journey for Wabtec’s full freight portfolio—braking systems, coupling elements, and cutting-edge digitization solutions—across Poland, Slovakia, Czech Republic, Hungary, and Ukraine. You will be the single point of accountability for multi-million-euro order intake, margin protection, and long-term growth.
• • Translate market intelligence into a rolling 3-year strategic and business plan that you will co-create with the Product Line Sales & Marketing Director and VP. Your roadmap will set the tone for investment priorities, pricing architecture, and competitive positioning across five diverse regulatory environments.
• • Build and execute a laser-focused sales and customer strategy that balances OEM partnerships with wagon owners, rail operators, and maintenance workshops. You will orchestrate cross-functional teams—engineering, legal, finance, and project management—to deliver winning bids on time, every time.
• • Own the annual Order Intake and Sales budget in both volume and Contract Margin. You will monitor pipeline health daily in Salesforce, run disciplined forecast reviews, and drive the S&OP process so that factory capacity and customer demand stay perfectly synchronized.
• • Champion CRM discipline across the region: log every interaction, qualify every opportunity, and maintain data integrity so that leadership dashboards reflect real-time reality. You will coach local sales administrators and ensure that every tender follows Wabtec’s approval workflows (Tenders Mandate, FCA) without exception.
• • Lead the end-to-end tendering process—from RFI to final negotiation—while respecting bid deadlines and continuously shrinking “time-to-quote.” You will coordinate with System Engineering to craft technically compliant and commercially sharp proposals that win on value, not just price.
• • Stay shoulder-to-shoulder with customers during project execution. You will partner with Project Management to monitor satisfaction KPIs, accelerate cash collection, and reduce overdue receivables, turning happy customers into repeat customers.
• • Map and penetrate the Eastern European freight ecosystem. You will cultivate relationships with car-builder sales directors, wagon-fleet owners, and national rail associations, becoming the trusted voice that shapes technical specifications and financing structures.
• • Feed market insights—competitor moves, subsidy trends, regulatory shifts—into the global product marketing and R&D roadmap. Your voice will influence next-gen brake pads, IoT sensors, and predictive-maintenance algorithms before they leave the lab.
• • Represent Wabtec at trade shows, railway congresses, and high-level governmental forums. You will collaborate with Public Affairs to unlock EU and national subsidies, ensuring that Wabtec solutions are specified in funded modernization programs.
• • Travel regularly across the region for short-term stays, building face-to-face trust in an industry where personal relationships still close deals. You will balance time on the road with disciplined remote leadership of a distributed support team.