SummaryThe Vice President of Sales - Fleet Management and Railcar Maintenance Services leads commercial strategy and revenue growth across Greenbrier's fleet management, railcar maintenance, repair, and aftermarket service offerings. This position grows strategic customer relationships, secures new business, and partners across the organization to deliver profitable, customer-focused solutions.
Duties and ResponsibilitiesTo perform this job successfully an individual must be able to perform the following essential duties satisfactorily. Other duties may be assigned to address business needs and changing business practices.
- Develop and execute a comprehensive sales strategy for fleet management and railcar maintenance services to achieve revenue, margin, market share, and customer satisfaction targets.
- Drive new business and expand strategic accounts across railroads, lessors, shippers, tank car owners, and industrial customers.
- Lead account planning, solution selling, pricing, proposals, RFP responses, and contract negotiations for long-term service and fleet management agreements.
- Strengthen executive-level customer relationships by anticipating needs, resolving issues, and delivering customer-focused solutions.
- Partner with operations, such as warranty, manufacturing, leasing, repair and cross-functional teams to ensure competitive offerings, strong execution, and long-term profitability.
- Establish forecasting, pipeline management, KPIs, and performance reporting to support commercial decision-making and business planning.
- Monitor market, competitive, and regulatory trends to identify growth opportunities and inform strategy.
- Build relationships with industry partners, suppliers, and key decision-makers across the rail transportation and logistics sector.
- Represent the company in customer meetings, industry events, and strategic planning activities, including annual budgeting and forecasting.
QualificationsThe following generally describes requirements to successfully perform the assigned duties.
Minimum Qualifications- Bachelor's degree in Business, Engineering, Logistics, Transportation, a technical discipline, or equivalent work experience in a related field required.
- 10+ years of sales leadership experience in rail, transportation, industrial services, heavy equipment maintenance, or related industrial capital equipment markets.
- Demonstrated success selling maintenance, repair, fleet management, or aftermarket services in a B2B environment.
- Strong understanding of the North American freight rail industry, railcar maintenance ecosystem, and customer buying cycle; familiarity with AAR and FRA regulations preferred.
- Experience developing pricing strategies, commercial proposals, and long-term service or maintenance contracts.
- Proven ability to manage large strategic accounts, multi-million-dollar revenue targets, and geographically distributed teams or customer portfolios.
- Excellent presentation, negotiation, and relationship-building skills, with the ability to engage effectively with C-suite leaders and key stakeholders.
- Strong analytical and problem-solving capabilities with a focus on long-term, win-win outcomes.
- Experience partnering with operations or service delivery teams to ensure customer satisfaction and execution.
- Existing relationships with railroads, railcar leasing companies, tank car owners, industrial shippers, or related customer groups are highly desirable.
- Unquestionable personal and professional ethics, integrity, and accountability.
- Self-directed, resourceful, and highly effective operating independently with minimal supervision.
- Hands-on leader who can balance strategic direction with practical execution and delegation.
- Results-oriented, disciplined, and motivated, with strong personal ownership for outcomes.
- Adaptable and comfortable operating in a less-structured, entrepreneurial setting.
- Mature, engaging, and collaborative interpersonal style that builds trust, respect, and commitment.
- Demonstrated potential and aspiration for broader executive leadership responsibilities over time.
Preferred Qualifications- MBA or other advanced degree preferred.
- Ability to work on-site at our Lake Oswego, Oregon office; remote work from other locations may be considered based on business needs.
Work Environment and Physical RequirementsWork EnvironmentThe work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- In Office Position
- Approximately 40-60% travel throughout the United States is expected, including customer sites, railcar repair facilities, industry events, and periodic travel to company headquarters.
Physical Activities and Requirements Frequency Key
Not Applicable: Activity is not applicable to this occupation
Occasionally: Occupation requires this activity up to 33% of the time (0- 2.5+ hours/day)
Frequently: Occupation requires this activity from 33% - 66% of the time (2.5: 5.5+ hours/day)
Constantly: Occupation requires this activity more than 66% of the time (5.5+ hours/day)
Working Postures- Sit: Occasionally
- Stand: Occasionally
- Walk: Occasionally
- Bend: Not Applicable
- Kneel/Squat: Not Applicable
- Crawl: Not Applicable
- Climb: Not Applicable
- Reach Forward: Occasionally
- Reach Upward: Occasionally
- Handling/Fingering: Occasionally
Lift / Carry Requirements - 5-10 lbs: Occasionally
- 10-25 lbs: Occasionally
- 25-50 lbs: Not Applicable
- 50-75 lbs: Not Applicable
- 75+ lbs: Not Applicable
Push / Pull Requirements- Up to 10 lbs: Occasionally
- 10-25 lbs: Occasionally
- 25-50 lbs: Not Applicable
- 50-75 lbs: Not Applicable
- 75+ lbs: Not Applicable
