Director, Sales and Marketing - #191455

It’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.

Who will you be working with?

Unifin International, a division of Wabtec Canada Inc., is a business unit within Wabtec Components’ Heat Transfer & Energy Solutions (HTES) team. Originally founded in the 1920’s, Unifin International is an electric equipment cooling company, focused on the power generation and transmission markets. Our primary business is within North America, but it reaches worldwide from legacy fossil fuel and nuclear plants, to growing renewable energy power grids.

How will you make a difference?

The Director, Sales and Marketing will lead the sales team at Unifin International. You will meet pipeline development goals, bookings, margins and income targets for the Unifin/Cardinal products across North America, Europe and Asia. You will continue the development of Unifin’s business at OEM’s and end-user utilities for all products in the portfolio. It will be necessary to establish and execute market plans and strategies that are consistent with company strategic goals and plans (STRAP). The Independent Rep Channel will be improved or optimized with/through or independent of Unifin’s Regional Manager network. You will identify market trends, competitive benchmarking and offer strategy to continually improve the company’s position.

What do we want to know about you?

Experience / Skills Required / Characteristics

• Previous sales and marketing experience, and/or leadership at a senior level in industry-related business;
• Experience leading a matrixed organization of product specialists, technical sales, etc., to scope, negotiate, sign and deliver a solution or outcome to the customer;
• Strong desire and track record in meeting and delivering consistent results;
• Ability to develop and maintain strong customer relationships;
• Ability to effectively manage an independent rep channel;
• Ability to manage/lead a team of sales professionals;
• Excellent interpersonal and coaching skills;
• Strong presentation and communication skills;
• Strong oral and written communication skills;
• Strong interpersonal and leadership skills;
• Strong customer-service mindset;
• Ability to interface and influence all levels of the customer’s organization;
• Be a team player within the organization.
  
  
  

What will your typical day look like?

• Integrate and develop processes that meet business needs across the organization, manage complex issues within functional area of expertise, be involved in business strategy and long-term planning and contribute to the overall business strategy. Success will be your ability to create a value proposition and drive growth.
• Build and execute organization strategy including coaching, mentoring and developing the team.
• Execute on assigned operating plan and targets to assure that business wins profitable and productive sales through quotation and contract reviews.
• Build influential relationships with assigned customers at all levels and develop strategies to win market share business from those customers.
• Develop customer strategies and leadership in their execution.
• Work across the organization to lead a cross-functional / matrixed team to scope, negotiate, sign and deliver outcomes to the customers.
• Provide specific and actionable customer feedback that our teams can use to ensure alignment of requirements and roadmaps to meet specific and broad customer needs.
• See ahead clearly to anticipate future trends and consequences and be accordingly flexible to adapt to changes;
• Develop a deep understanding of customer business model, desired outcomes and pain points and be dedicated to meeting their expectations and mapping desired outcomes to Wabtec offerings;
• Work collaboratively with Wabtec’c partner network to identify and develop new opportunities and improve Wabtec’s overall alignment to customer -desired outcomes.
  
  
  

Eligibility Requirements:

• Bachelor or Master’s degree in Engineering and in Business Administration (MBA)
  

• Preference for power-industry experience
• Knowledge of power generators and transformers
• Knowledge of heat-transfer equipment
  
• Preference for bilingual English/French
• 10 – 15 years of increasing responsibility in technical/commercial environment
  
  

Wabtec will only employ those who are legally authorized to work in Canada for this opening. Any offer of employment is conditioned upon the successful completion of a background check.

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.