Bachelor's degree in Business Administration or a related field, or equivalent sales experience.
3+ years of external, quota-based sales experience; preferably in rail or industrial aftermarket sectors.
Proven success in independently securing new clients, especially in commission-based roles.
Knowledge of market pricing and competitive landscape within the rail and industrial sectors is advantageous.
Expertise in Microsoft Office and CRM tools such as Salesforce.
Advanced skills in prospecting, negotiation, and closing deals, complemented by strong communication abilities.
Willingness to travel extensively (50% or more) for client engagement.
Responsibilities
Lead the development of new aftermarket business in a specified territory, focusing on hunting new opportunities rather than managing existing accounts.
Engage in proactive prospecting and cold-calling to identify potential customers, including rail and industrial clients.
Establish and maintain a robust sales pipeline, ensuring the achievement of sales quotas and revenue targets.
Travel for in-person client interactions and deliver tailored presentations to highlight Harsco Rail's services.
Negotiate contracts and pricing independently to secure business while adhering to company guidelines.
Create and implement strategic plans to convert new leads and dormant accounts into active customers.
Collaborate with internal teams to ensure exceptional customer satisfaction post-sale.
Benefits
Commission-based compensation structure incentivizing new business development.
Opportunity for extensive travel, building relationships across various territories.
Exposure to industry events and trade shows, enhancing professional networking.
Supportive environment for self-motivated individuals driven to exceed sales goals.
Engagement in continuous improvement initiatives, contributing to sales process enhancement.
Full Job Description
Job Description
The Sales Manager, Aftermarket is a results-driven, outside sales "hunter" responsible for proactively identifying, pursuing, and closing new aftermarket parts and services business across an assigned territory and customer base. This role owns revenue growth end-to-end - prospecting, in-person and virtual customer engagement, competitive displacement, and deal closure - and is compensated through a commission-based incentive structure tied directly to new and incremental sales generated. The Sales Manager spends the majority of time in the field and traveling to customer sites, industry events, and railroad facilities to build relationships, uncover opportunities, and win business. This position reports to the Director, Aftermarket Sales and plays a critical role in expanding Harsco Rail's aftermarket footprint and market share.
Qualifications
Bachelor's degree in Business Administration, Marketing, or a related field, or equivalent combination of education and relevant sales experience.
3+ years of outside, quota-carrying, new-business-development ("hunter") sales experience; railroad, rail transit, or industrial capital equipment/aftermarket experience strongly preferred.
Demonstrated track record of independently prospecting, negotiating, and closing new business, ideally in a commission-driven sales environment.
Working knowledge of market pricing, competitive dynamics, and the rail/industrial aftermarket landscape preferred.
Proficiency with Microsoft Office and CRM systems (e.g., Salesforce or similar).
Strong prospecting, negotiation, presentation, and closing skills, with excellent communication and relationship-building ability.
Willingness and ability to travel extensively within the assigned territory (typically 50% or more), including overnight travel, to visit customers and prospects in person.
Self-motivated, competitive, and comfortable working independently with variable, commission-based compensation.
Valid driver's license and acceptable driving record.
Core Competencies
Hunter mentality and drive for new business
Negotiation and deal-closing
Effective communication and presentation skills
Customer focus and relationship building
Integrity and trust
Self-direction and independent territory management
Adaptability and flexibility
Accountability and drive for results
Strategic planning and pipeline management
Critical thinking and learning agility
Additional Information
Key Responsibilities
Own new business development for aftermarket parts and services within an assigned territory, with a primary focus on hunting and closing new revenue rather than managing existing accounts.
Proactively prospect, cold-call, and travel to target accounts - including railroads, contractors, and industrial customers - to generate new sales leads and opportunities.
Build and manage a robust sales pipeline and territory plan; consistently meet or exceed assigned sales quotas and commission-based revenue targets.
Conduct in-person customer visits, site walks, and presentations to identify customer needs, position Harsco Rail's aftermarket offerings, and close deals.
Independently negotiate pricing, terms, and contracts within established guidelines to win new and competitive-displacement business.
Develop and execute strategic account penetration plans to convert prospects and dormant or competitor-held accounts into active customers.
Partner with inside sales, customer service, and operations teams to ensure smooth handoff, order fulfillment, and customer satisfaction after the sale is won.
Maintain accurate, up-to-date opportunity, activity, and pipeline data in the CRM system to support forecasting and territory management.
Monitor competitive activity, market trends, pricing dynamics, and customer capital/maintenance plans to identify new sales opportunities.
Represent Harsco Rail at industry trade shows, conferences, and customer events to generate leads and strengthen brand presence.
Provide regular sales forecasts, pipeline reviews, and territory performance updates to the Director, Aftermarket Sales.
Champion continuous improvement of the aftermarket sales process and share market intelligence and customer feedback with product, marketing, and operations teams.
Perform additional related duties as assigned by management.
Note: Responsibilities listed represent the overall scope of the position. Complexity, autonomy, and leadership expectations increase as employees progress.
