Business Development & Sales Manager - Rail

What are we offering you? • Your next leadership step with a Fortune 500 company • Permanent role with a generous bonus plan • Medical insurance plan • Birthday Leave and Long Service Leave Position Overview: The Business Development & Sales Manager shall be responsible for the Business Development and Sales for the entire Transit Services across Southeast Asia region. Building strong relationships with Country and City Operators, Railway specifiers, Consulting Engineers, Partners and OEMs across the region to create preference and superior Customer satisfaction. Reporting to General Manager of Faiveley Transport Far East, the role is responsible for developing deep customer relationships, identification and development of business opportunities & positioning Wabtec to grow and service our installed base. Working off-cycle to promote product & services, technical solutions and create customer preference together with the Original Equipment (OE) sales network & Services Product Management team to develop market visibility and winning strategies and supporting the OE Product lines during on cycle Tendering with market intelligence and Customer insights. For aftermarket driving profitable order intake, sales growth, for the full TSG portfolio, Parts & materials, Engineering Services (ES), Long-Term Service Agreements/Solutions (LTSA/LTSS) etc. The role owns the end‑to‑end bid, tender governance, and commercial strategy, while shaping market growth strategies, strengthening customer relationships, and ensuring robust OI forecasting, CRM discipline, and alignment with Group and Region strategic ambitions. What will your typical day look like? Business Development & Sales Strategy • Develop Regional Commercial strategy and sales pipeline, defining and executing; • Create, shape & own Customer & Market growth strategies across SEA in line regional and global strategic objectives; • Accountable for regional order intake and associated performance; • Lead market screening, identifying addressable markets, growth segments, and priority customers; • Translating explicit and implicit customer needs (pain points, risks, lifecycle challenges) into qualified business opportunities; • Create technical preference for Wabtec portfolio with ender users & specifiers; • Lead structuring and development of Long‑Term Service Solutions (LTSS) with customers; • Offer transit’s full product portfolio and CS aftermarket engineering and services portfolio; Bid, Tender & RFQ Ownership • Ownership of RFQs including appraisal, technical proposal coordination, RFP/RFI responses, T&Cs negotiation, and order intake all in accordance with Pricing Governance; • Own and enforce Tender Governance & Processes, including structured win/loss analysis and continuous improvement; • Partner with regional and central teams to plan, prepare, negotiate, and close strategic and complex deals across extended sales cycles; and • Collect, analyse, and document competitive intelligence to support winning strategies. Growth & Competitive Intelligence • Lead and animate a robust forecasting process for STRAP and Budgets and achieve yearly targets in Orders, Sales, and Margin; • Turn leads into opportunities for Transit; • Proactively engage customers on overhaul programs, upgrades, and lifecycle opportunities, maximizing the entitled market and creating new revenue streams; • Manage Life Cycle Cost (LCC) processes, including obsolescence management and upstream opportunity creation; • Review and maintain the Installed Base Database as a strategic sales and services growth tool; and • Lead market intelligence development (accessible market, competitor positioning,, customer portfolio analysis) & identify emerging trends; Customer Intimacy & Experience • Act as the primary interface between customers and competence functions/centres, ensuring customer satisfaction and for pain points tailored technical and commercial solutions are offered; • Define customer segmentation & key account mapping; • Increase customer intimacy through segmentation, key account mapping, senior‑level customer engagement, and KAM customer visits; • Ensure customer satisfaction during execution and post‑execution follow‑up; • Lead customer satisfaction surveys and voice of customer process and ensure follow‑up actions are embedded in account plans; and • Plan for and coordinate regional exhibitions events & customer technology days. CRM • Own CRM governance for SEA, acting as CRM Champion and ensuring data accuracy, discipline, and alignment with regional and central stakeholders and • Ensure timely CRM inputs and updates for prospect tenders and reconcile data with key stakeholders. Cross‑Functional Leadership & Interface • Effectively communicate market and customer needs to R&D to support future product and service development; • Develop Marketing plans and liaise with Central Marketing to contribute to regional marketing plans, campaigns, and positioning; and • Support and deploy global initiatives (e.g. ToT, Industrial Benchmarks, etc). Agent & Partner Management • Define and implement Agent Strategy across SEA, including performance management, QBRs, and budget oversight and • Proactive management of partners to ensure that they are fully aligned with regional growth priorities, governance standards, and ethical requirements. What do we want to know about you? • Minimum Bachelor's degree in Engineering, Business, Commerce, or a related discipline; • Southeast Asia regional market experience; • Proven experience in Bid Management, Sales, or Business Development within rail, transit, or complex engineering services environments with strong understanding of OEM and aftermarket business models; • Expertise in complex RFQs, long‑term service contracts, and lifecycle‑based solutions; • Experience managing key customer relationships and influencing senior stakeholders, including operators, OEMs, government authorities, c…