Job Description What are we offering you? Permanent full-time position with competitive remuneration Rewards & Recognition Program Discounted health insurance with Medibank Novated Leasing options Lifestyle discounts with Woolworths, Coles, Avis, JB Hifi and 500 other retailers Access to our Employee Assistance Program Who will you be working with? Wabtec Digital Mine is at the forefront in enabling safer operation of mobile mining equipment through use of the Wabtec Collision Avoidance and Machine Vision Technologies in support of the industry vision free of fatalities, injuries and occupational risks associated with operating and maintaining earth moving equipment. Learn more here - https://www.wabteccorp.com/mining/digital-mine . Reporting to the Commercial Director, you will be responsible for driving commercial growth and market penetration within the assigned region. This role focuses on leading by examples around all things business development, hunting new opportunities, and executing strategic commercial initiatives to achieve orders, revenue and profitability targets. The leader will orchestrate regional go-to-market strategies, leveraging direct engagement with C-suite executives, site-level stakeholders, and strategic partners, such as distributors, to expand the footprint. What will your typical day look like? Meet or Exceed Annual Sales Goals – Run the region like a mini P&L reporting on Orders, Revenue, Margin, and Cash. Translate global strategy into regional execution plans with measurable KPIs. Drive aggressive growth through new account acquisition, upsell, and cross-sell initiatives. Ensure disciplined forecasting and reporting with impeccable Salesforce data integrity. Pipeline Leadership – Through the use of coordinated activities; leveraging marketing campaigns, partners and channels and through own initiatives, grow and maintain a current year pipeline of 4-5 X annual orders quota. Implement pipeline governance rituals, including pipeline reviews and dashboard tracking. Develop and Drive Regional Growth Strategy – Design and execute a regional growth strategy that integrates marketing, partners, and channels. Benchmark performance internally and against industry standards; adjust tactics dynamically. Develop risk mitigation plans and opportunity maximization strategies. Provide input into global go-to-market planning and influence product roadmap priorities. Enterprise Account Leadership – Build and maintain strategic relationships across customer organizations, from C-suite to site level. Support the regional sales team in development stakeholder maps and governance structures for key accounts. Influence customer decisions by aligning Wabtec’s value proposition with their strategic priorities. Engage in executive-level negotiations and advocacy to secure long-term partnerships. Partner Ecosystem Development - Expand and manage reseller & distributor 'ITP' footprint across key and emerging markets. Treat ITPs as an extension of the sales team, ensuring accountability and performance. Develop joint go-to-market plans with partners to accelerate regional growth. Opportunity Tracking & Deal Velocity - Create a culture of urgency and velocity; implement rituals to accelerate deal cycles. Lead high-priority deal reviews, ensuring blockers are removed and creative solutions applied. Monitor deal lifecycle metrics and continuously improve cycle times. Coach team on close plans, negotiation tactics, and stakeholder engagement. Customer-Centric Leadership - Build coalitions across Commercial Operations, Product, Engineering, and Supply Chain. Influence internal stakeholders to prioritize regional needs and customer commitments. Act as a strategic integrator, ensuring seamless execution of complex deals. Leadership & Coaching - Conduct regular 1:1s and implement development plans for all direct reports. Build succession pipelines and actively develop high-potential talent. Foster a culture of commercial intensity, accountability, and continuous improvement. Leverage coaching frameworks for expectation setting and performance management. What do we want to know about you? Bachelor's degree from an accredited university or college, preferably Engineering degree. Fluent verbal and written communication skills in English. Track record in consulting selling, complex enterprise programs and services sales. Vertical knowledge and solid experience of Mining, especially operational technology used in production, open cut and underground. Deep knowledge of mining and adjacent verticals. Proficiency in Salesforce and advanced analytics tools. Ability and willingness to travel 40-50% of the time. Demonstrated experience in software or related high technology consultative sales in Mining/Resources. Demonstrated ability to coordinate a cross-functional team approach in a complex sales cycle. Demonstrated experience in closing million dollar plus deals. Demonstrated ability to prospect and develop new accounts into a sustainable revenue stream. Demonstrated ability to quickly build trust and rapport, and develop influential relationships at all levels of an organization. Possesses effective Time Management Skills. Strong Personal Networking skills. Strong problem solving skills and a high degree of creativity/resourcefulness. Strong business acumen. Competitive drive and determination. Customer focused & strong interpersonal skills. Working Knowledge of MS Office based products. Working knowledge of CRM systems for pipeline and opportunity management. This position requires frequent travel We are a 2025 Circle Back Initiative Employer, we commit to respond to every applicant.
