Bachelor's degree in Business Administration, Marketing, or related field, or equivalent experience.
3+ years of outside sales experience, preferably in railroad or industrial aftermarket.
Proven track record in prospecting, negotiating, and closing new business.
Familiarity with market pricing and competitive dynamics in the rail/industrial sector.
Proficient in Microsoft Office and CRM systems like Salesforce.
Strong skills in prospecting, negotiation, and relationship building.
Willingness to travel extensively (50% or more) within the assigned territory.
Responsibilities
Drive new business development for aftermarket parts and services in assigned territory.
Proactively prospect and cold-call target accounts to generate sales leads.
Build and manage a robust sales pipeline, meeting or exceeding quotas.
Conduct in-person visits and presentations to identify customer needs and close deals.
Negotiate pricing and contracts to secure new business.
Develop strategic account penetration plans to convert prospects into customers.
Collaborate with internal teams to ensure customer satisfaction post-sale.
Maintain accurate data in CRM for forecasting and territory management.
Benefits
Opportunity for extensive travel and fieldwork.
Engagement in a dynamic, commission-driven sales environment.
Access to industry events and trade shows for networking.
Support from inside sales and operations teams for smooth sales processes.
Potential for professional growth within a leading company in the aftermarket sector.
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. 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.
