Manager, Commercial Operations at Wabtec · São Paulo

companyDescription jobDescription It’s not just about your career or job title… It’s about who you are and the impact you will make on the world. Because whether it’s for each other or our customers, we put People First. When our people come together, we Expand the Possible and continuously look for ways to improve what we create and how we do it. If you are constantly striving to grow, you’re in good company. We are revolutionizing the way the world moves for future generations, and we want someone who is ready to move with us. Who are we? Wabtec Corporation is a leading global provider of equipment, systems, digital solutions, and value-added services for freight and transit rail as well as the mining, marine, and industrial markets. Drawing on nearly four centuries of collective experience across Wabtec, GE Transportation, and Faiveley Transport, the company has grown to become One Wabtec, with unmatched digital expertise, technological innovation, and world-class manufacturing and services, enabling the digital-rail-and-transit ecosystems. Wabtec is focused on performance that drives progress and unlocks our customers’ potential by delivering innovative and lasting transportation solutions that move and improve the world. We are lifelong learners obsessed with making things better to drive exceptional results. Wabtec has approximately 27K employees in facilities throughout the world. Visit our website to learn more! 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. Approximately 10 years of 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. Our Commitment to Embrace Diversity: Wabtec is a global company that invests not just in our products, but also our people by embracing diversity and inclusion. We care about our relationships with our employees and take pride in celebrating the variety of experiences, expertise, and backgrounds that bring us together. At Wabtec, we aspire to create a place where we all belong and where diversity is welcomed and appreciated. To fulfill that commitment, we rely on a culture of leadership, diversity, and inclusion. We aim to employ the world’s brightest minds to help us create a limitless source of ideas and opportunities. We have created a space where everyone is given the opportunity to contribute based on their individual experiences and perspectives and recognize that these differences and diverse perspectives make us better. We believe in hiring talented people of varied backgrounds, experiences, and styles… People like you! Wabtec Corporation is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, or protected Veteran status. If you have a disability or special need that requires accommodation, please let us know. #LI-DNI qualifications additionalInformation What could you accomplish in a place that puts People First? At Wabtec, it’s not just about a job - it’s about the impact you make. When our people come together, we’re Expanding the Possible by continuously improving what we do and how we do it - for our clients and each other. If you’re ready to revolutionize how the world moves for future generations, Wabtec is the place for you. Who are we? 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 global team of about 30,000 employees worldwide delivers performance that moves the world forward. We’re lifelong learners, obsessed with better. Learn more at www.WabtecCorp.com. Culture powers us and the possibilities. We believe the best ideas come from a mix of experiences and backgrounds. At Wabtec, we strive every day to create a place where everyone belongs. We’re building a culture where leadership, inclusion and your unique perspective fuel progress. We’re proud to be an Equal Opportunity Employer. We welcome talent of all backgrounds, experiences, and identities, including race, gender, age, disability, veteran status and more. Need accommodation? Just let us know - we’ve got you.