Job DescriptionThe 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
- 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 InformationKey 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.
