About the role
Regional Sales Manager – Short Line Railroads (United States)
Location: United States – Remote, with proximity to assigned customers Reports To: Sr. Director of Sales, Short Line Railroads & Ports Vertical Travel: Up to 50%, based on customer and business needs
How will you make a difference?
The Regional Sales Leader – U.S. Short Lines is responsible for driving profitable growth, customer satisfaction, and long-term strategic relationships across an assigned portfolio of U.S. Short Line, Regional, Industrial, Mining, and Utility railroads. The role owns full commercial accountability across Wabtec’s end-to-end portfolio, including locomotives (new and modernized), aftermarket services, digital solutions (including RailConnect), and infrastructure offerings. The role acts as the senior commercial interface to customers while coordinating cross-functional Wabtec teams.
What do we want to know about you?
Required Qualifications
• Bachelor’s degree from an accredited institution. • 7+ years of customer-facing sales or account leadership experience. • Strong knowledge of railroad operations, products, and services. • Ability to travel extensively across the United States
Preferred Qualifications
• Experience with U.S. Short Line or Regional Railroads. • Proven record of margin-focused growth leadership. • Executive presence with strong negotiation and communication skills. • Experience selling software or digital solutions preferred.
- Experience with the U.S. CRISI funding and application process.What will your typical day look like?
• Own revenue growth, margin performance, forecasts, and customer satisfaction across assigned accounts. • Develop and execute account strategies, growth plans, and multi-year opportunity roadmaps. • Serve as the primary executive contact for customer leadership with a deep holistic understanding of assigned Tier 1 Short Line accounts. • Lead integrated sales motions across locomotives, services, digital, new products through Advanced Technologies group, and infrastructure offerings. • Coordinate cross-functional teams including product, services, engineering, finance, commercial operations, and legal. • Drive value-based proposals, negotiations, and deal governance. • Maintain and grow pipeline with accuracy and disciplined forecasting in Salesforce system. • Own customer satisfaction, escalation management, and long-term partnership creation and growth.