Interview with Khawar Naeem, Key Account Manager, Rail Networks

Sustainability is no longer a buzzword - it's a business imperative, especially in the railway sector. As one of the most energy-efficient modes of transport, rail is uniquely positioned to lead the transition to low-emission mobility. But the journey doesn’t stop at electrification or emissions reduction. It extends to circularity, lifecycle thinking, and social responsibility.

At Westermo this journey is well underway. By building strong sustainability competence throughout the organization and focusing on an extensive portfolio of environmentally conscious solutions, the company aligns its strategy with evolving expectations of customers, regulators, and society.

To understand how this plays out in practice, we spoke with Khawar Naeem, Key Account Manager for Rail Networks at Westermo, about how sustainability now shapes customer conversations, product positioning, and long-term value creation in the rail segment.

Why sustainability matters in rail

The railway sector is under increasing pressure to reduce its environmental footprint, not only in operations, but across the entire value chain. While rail already provides lower CO₂ emissions compared to road and air travel, the push for net-zero emissions and climate resilience is driving a deeper transformation.

“Our customers are increasingly focused on ESG (Environmental Social Governance),” says Khawar Naeem. “As an account manager, I need to speak their language and align our offerings with their sustainability goals.”

According to Khawar, this includes addressing:

• Scope 1, 2, and 3 emissions across the value chain
• Electrification and renewable energy adoption
• Circular economy principles and lifecycle resource management
• Social responsibility and transparent ESG reporting

Navigating the regulatory landscape

The regulatory environment is evolving rapidly, and staying ahead of it is essential for long-term success. Khawar Naeem highlights several key frameworks shaping the rail industry:

• The European Union Agency for Railways (ERA), which now integrates sustainability into safety and interoperability standards.
• The EU Taxonomy and Sustainable Finance Disclosure Regulation (SFDR), which requires disclosure of sustainability-aligned activities.
• The IEA targets include a 5% annual reduction in rail emissions to achieve Net Zero by 2050.

“Understanding these regulations helps us position our solutions as future-proof,” Khawar notes. “It’s not just about compliance - it’s about creating value.”

From a sales perspective: make sustainability part of your strategy

For rail sales professionals, sustainability is more than a corporate goal - it’s a strategic lever.

“By integrating sustainability into our proposals, we differentiate ourselves from the competition. It opens doors to new partnerships and helps us manage risk more effectively,” says Khawar Naeem.
He emphasizes that sustainability should be a key talking point in every customer interaction - from sales meetings to exhibitions.

The following are Khawar's key takeaways for sales teams:

• Client alignment: Understanding customer ESG priorities and tailoring solutions accordingly
• Strategic positioning: Using regulatory trends to frame products as compliant and future-ready
• Value creation: Leveraging sustainability as a differentiator in proposals and partnerships
• Risk management: Anticipating ESG-related risks to avoid compliance issues and reputational damage

Looking ahead

Westermo’s commitment to sustainability is evident in initiatives like the launch of the company’s first EPD-certified product, the Viper-112A, designed specifically for railway rolling stock. The company’s long product lifecycles, energy efficiency, and circularity efforts set the industry standards.

“We’re not just selling technology - we’re helping our customers build a more sustainable future,” concludes Khawar Naeem.