Job Description What are we offering you? 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 APAC Sales Leader, you will be responsible for the strategy and execution of sales and marketing of the Digital Mine portfolio in the assigned accounts and region. You will be responsible for the conception and implementation of the business development strategy in the region. This includes, but is not limited to, the following key activities, developing new business relationships, managing existing accounts as well as managing sales activities in the region. In coordination with the regional businesses, you will manage the outbound marketing of Digital Mine products and services, support trade shows and technical conferences. You will be responsible for feeding back market and customer requirements and contributing to the development of the Digital Mine portfolio of products and services. What will your typical day look like? Build pipeline resilience (target ratio: 3–4:1) through proactive prospecting and cold calling and lead nurturing; delivering assigned annual orders, gross margin, and digital mine strategic objectives. Leverage marketing campaigns, industry events, and digital channels for lead generation. Implement pipeline governance rituals, including weekly reviews and dashboard tracking. Leverage Salesforce.com to supercharge your business development efforts. Identify and prioritize high-potential accounts and adjacent market opportunities. Identify influential key stakeholders, develop effective relationships, and engagement plan to uncover Digital Mine business opportunities and achievement of agreed objectives. Design and execute a regional hunting strategy aligned with regional objectives. Drive velocity in early-stage deal progression; ensure rapid qualification and advancement. Lead high-priority deal reviews, ensuring blockers are removed and creative solutions applied. Monitor deal lifecycle metrics and continuously improve cycle times. Identify strategic partners that accelerate new business acquisition. Develop joint go-to-market plans with partners to expand reach and penetration. Influence internal stakeholders to prioritize regional needs and customer commitments. Develop deep knowledge of prospect strategy, pain points, and future needs. Engage directly with strategic prospects to build trust and influence outcomes. Represent Wabtec in external forums to build credibility and thought leadership. Build, maintain and promote the Digital Mine capability and brand within your territory and named customers while partnering with them to better understand their business objectives and needs. Where required, develop and maintain key account plans to an agreed standard. Integrate effectively the various Digital Mine support functions into the customer engagement including technical support, fulfillment, commercial and legal finance, product development to enhance the customer experience, account penetration and ensure compliance. Develop and maintain competitive knowledge and mining industry-specific trends. Effectively communicate value propositions through F2F, virtual presentations and written proposals. Present the key attributes and concepts relating to the Digital Mine products and services at public forums. Responsible for overall customer satisfaction evaluation, plans, communication and follow through. What do we want to know about you? Minimum of a bachelor’s degree in a relevant field such as STEM, Business, Commerce or equivalent. Minimum of 5-10 years’ experience of working in mining or natural resources technology sectors. Demonstrated success in initiating and growing sales in identified accounts and regions and and consistently exceeding performance objectives. Superior knowledge of mining industry concepts, regulations, and operational guidelines. Experience of commercial and contract management. Proven experience influencing teams in a matrix organisation. Outstanding interpersonal, negotiation, organizational, and problem-solving skills. Excellent written and oral communication; foreign languages are desirable Proficiency in Microsoft Suite of Products. Experience using CRM/Sales Management tools such as Salesforce. Commitment to safety. This position will require you to travel frequently. We would love it if you had: Background in mobile fleet/ heavy machinery fleet technology or a background in mining technology engineering. We are a 2025 Circle Back Initiative Employer, we commit to respond to every applicant.
