Commercial Operations Manager at Wabtec

Who will you be working with? The Commercial Operations LATAM team is responsible for leading and managing the end‑to‑end Inquiry‑to‑Order (ITO) process for the Digital Intelligence Operating Unit. In this role, you will lead a Commercial Operations team of three professionals and work extensively with Latam and Global leadership teams, Sales, Engineering, Finance, Legal, Tax, and Operations, as well as technical stakeholders across Signaling, OCC, Telecom, System Integration, and other segments. The role acts as a central commercial integrator, enabling fast, disciplined, and competitive deal execution. How will you make a difference? As Commercial Operations Manager, you will be accountable for commercial execution excellence, people leadership, and process evolution. Beyond delivering high‑quality proposals, you will drive operational agility, scalability, and competitiveness, ensuring the organization can respond effectively to market demands and growth opportunities. You will own the ITO process, lead commercial strategy, and continuously improve the way the organization structures, prices, and manages complex deals—while building a strong, capable team. What do we want to know about you? • Bachelor’s or Master’s degree in Engineering, Business Administration, or related fields. • Experience in Commercial Operations, proposals, or complex project environments (e.g., rail signaling, train control, turnkey, civil works, or large infrastructure projects). • Proven experience leading, developing, and coaching people, with demonstrated ability to build high‑performing teams. • Strong leadership, communication, and business acumen. • Experience developing and executing competitive commercial strategies across the deal lifecycle. • Demonstrated ability to reorganize processes and lead change in complex, cross‑functional environments. • Strong understanding of risk management, mitigation strategies, and commercial governance. • Solid understanding of contractual, legal, and financial requirements and experience negotiating Terms and conditions. • Price formulation and financial analysis expertise, including detailed pricing and cash flow projections. • Ability to manage multiple priorities independently while exercising sound judgment. • Strong planning, strategizing, monitoring, scheduling, and execution skills. • Excellent written and verbal communication skills. • Proficient in MS Office tools (Word, Excel, PowerPoint, Project). • Fluent spoken and written English.What will your typical day look like? Leading and Managing the ITO Process • Own and continuously improve the end‑to‑end Inquiry‑to‑Order process. • Ensure timely delivery of high‑quality, competitive, and compliant proposals. • Establish clear governance, timelines, and accountability across the deal lifecycle.People Leadership and Capability Building • Lead, coach, and develop a team of three Commercial Operations professionals. • Define roles, responsibilities, and performance expectations. • Build team capability in pricing, financial modeling, risk assessment, and contract management.Commercial Project Coordination • Coordinate all commercial aspects of projects, including scope alignment, procurement strategy, budgeting, contracts, and schedules. • Ensure commercial execution aligns with project objectives and business strategy.Process Reorganization and Operational Excellence • Redesign and standardize commercial processes to improve speed, quality, and scalability. • Identify inefficiencies and implement best practices, tools, and templates. • Drive data discipline, transparency, and repeatability across deals.Risk and Mitigation • Identify, assess, and manage commercial, contractual, financial, and execution risks. • Lead mitigation strategies in collaboration with Legal, Finance, Engineering, and Operations.Competitive Commercial Proposals and Negotiation • Lead the development of competitive and profitable commercial proposals. • Support and lead negotiations on pricing, margins, terms, and conditions for complex deals.Collaboration with Sales and Account Managers • Partner closely with Sales Directors and Account Managers to align commercial strategies with customer needs and business goals. • Provide commercial insights to support opportunity qualification and deal shaping.Commercial Finance and Expanded Scope Leadership • Lead pricing strategy, financial modeling, and tax coordination. • Support expansion into new scopes, solution areas, or market segments. Benefits: At Wabtec, people come first. That’s why we ensure our employees feel valued and have the tools they need to thrive. By joining us, you will have access to a range of benefits designed to support your well-being and development. Here’s what we offer to make you feel part of a company that supports your professional and personal journey: • Medical Assistance extended to dependents (spouse and children) • Dental Assistance extended to dependents (spouse and children) • Profit Sharing • Private Pension Plan • Meal Policy according to location • Life Insurance • Employee Assistance Program: psychological, legal, financial, and social support • Headspace – mental health app • Christmas Card or Basket for employees (based on location) • Christmas Gift for children up to 11 years old • Extended Maternity Leave • Program for Pregnant Women and Babies • Language Incentive Policy • Mentorship Programs and access to training platform • Wellhub • Pharmacy Assistance