Reporting to the Transit S&M; VP, the Country Sales Director Spain & Portugal is responsible for driving profitable growth across Spain and Portugal for both Transit Services and Original Equipment (OE) businesses. The role leads the country commercial strategy, develops executive customer relationships, expands market share, and ensures the successful delivery of growth, profitability and customer satisfaction objectives. The incumbent serves as the senior commercial leader for the region and represents Wabtec across customers, industry stakeholders and key market influencers.

Define and execute the commercial strategy for Spain and Portugal across OE and Services activities. Develop and maintain a robust pipeline of qualified opportunities.

Develop Strategic

Customer & Market Relationships Build and maintain executive-level relationships with operators, rolling stock manufacturers, maintainers, infrastructure managers, consultants and key industry stakeholders. Promote the full portfolio of OE and Services solutions while identifying emerging market opportunities and customer needs. Coordinate commercial activities with Product Line teams and global Key Account Managers.

Lead Strategic

Opportunities & Commercial Execution Define winning commercial and negotiation strategies for major bids and tenders. Ensure disciplined opportunity management and effective collaboration across functions. Lead, coach and develop a high-performing sales organization.

Foster a culture of accountability, collaboration, customer focus and commercial excellence. Develop talent and strengthen leadership capability within the country sales organization. Align activities across Product Lines, Operations, Engineering, Supply Chain,



Customer Service and Finance.

Support customer issue resolution and alignment between commercial commitments and operational capabilities. Partner with Finance and operational teams to support cash collection and overdue reduction initiatives.

Drive Commercial Excellence

Ensure CRM discipline, installed base visibility, customer segmentation and opportunity pipeline management. Lead sales forecasting activities and provide accurate monthly, quarterly and annual outlooks. Contribute to demand planning, S&OP; and capacity planning processes. Maintain effective commercial governance, reporting and performance management practices.

Order

Intake, Margin Performance, Revenue Growth and Installed Base Growth.

Opportunity Pipeline

Development and Tender Win Rate.

Forecast

Accuracy, CRM Data Quality, Overdue Reduction and Commercial Excellence KPIs Bachelor's degree in Engineering, Business Administration, Marketing, or a related discipline. Master's degree or MBA preferred. Minimum 10 – 15 years of experience in technical sales, business development, key account management, or commercial leadership roles.

Proven experience within the rail, rolling stock, transportation, mobility, or related industrial sectors. Demonstrated success managing complex sales cycles, strategic bids, tenders, and high-value customer relationships.





Experience managing both Original Equipment (OE) and Services businesses is strongly preferred. Previous people leadership experience with responsibility for coaching, developing, and leading teams. Strategic thinker with the ability to build and execute long-term commercial plans.

Strong understanding of sales processes, pipeline management, forecasting, and margin optimization. Strong account management and customer relationship development capabilities. Excellent negotiation, influencing, and stakeholder management skills.

Strong people leadership, coaching, and talent development capabilities.

Fluent

Spanish (required).

Fluent

English (required). Portuguese (considered a plus). Legal authorization to work in EU is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening. Wabtec is a leading global provider of equipment, systems, digital solutions, and value-added services for the freight and transit rail sectors.

Drawing on more than 150 years of experience, we are leading the way in safety, efficiency, reliability, innovation, and productivity. Whether it's freight, transit, ports, logistics, mining, industrial, or marine, our expertise, technologies, and people together – are accelerating the future of transportation. With roots that date back to George Westinghouse, Thomas Edison, and Louis Faiveley, Wabtec has always built technologies and implemented solutions for a variety of sectors that are critical to meeting the needs of customers and governments alike.

Our general team of about 30,000 employees worldwide delivers performance that moves the world forward.

📌 Senior Sales Executive - English-speaking (Madrid)
🏢 Wabtec
📍 Madrid