Sales Account Manager

Job Overview

The Sales Account Manager will be instrumental in the sales growth of the company’s Aftermarket Parts business with complete product portfolio and account responsibility. The Sales Account Manager will serve as a key interface with customers and effectively manage all engagements and take ownership of managing the sales cycle from business development and inquiry stage to close and award stage. Primary responsibilities include planning, building long term meaningful customer relationships, identifying, prioritizing, and closing, aftermarket parts sales opportunities, and projects to assigned customers and territories.

Essential Duties and Responsibilities (Other duties may be assigned)

• Responsible for business and sales growth for the Aftermarket Parts product portfolio for their customer accounts.
• Develop influential and effective relationships with all influencers and stakeholders within the customer’s organization and develop strategies to win business.
• Analyze and report on market trends impacting assigned customers business plans and growth strategies.
• Determine customer needs and provide insight in support of new product development efforts and the creation of market messaging and collateral.
• Effectively develop and present product value propositions/solutions to customer.
• Actively monitor and report on competitive activity and strategic actions.
• Work collaboratively with Inside Sales, Engineering, Manufacturing and Supply Chain to adopt best practices, resolve customer problems and execute solutions.
• Responsible for overall customer satisfaction, and follow-through to assigned accounts.
• Identify new sales channels with the aftermarket parts market based on internal and outsourced capabilities.
• Provide onsite recommendations for customers in the repair sector of the industry.
• Frequent travel. On average the candidate should expect to spend 25%-75% of his/her time traveling (including overnight) to meet with customers, attend meetings, and various conferences.

Qualifications

• Deep knowledge of rail industry products, services, and technical systems.
• Familiarity with rail car repair operations, processes, and decision-makers.
• Proven track record of sales growth, margin retention, and new account development.
• Possess a competitive drive, courage, determination, passion, and complete ownership mindset.
• Demonstrated success identifying, developing, and closing new accounts within the rail car repair ecosystem.
• Established track record of effective customer partnerships and the understanding of stakeholder analysis, engagement, and influence.
• Skilled in developing value-based sales strategies and reality-grounded product differentiation.

Education/Certification

• Relevant Experience or bachelor’s degree in engineering or business-related discipline from an accredited college or university.

Work Experience

• Minimum of 7 years’ industry experience including rail car repair, material management, direct sales, sales/customer service, or product/asset management.

Skills and Knowledge

• Strong managerial skills and be able rapidly gain a working knowledge of railcar designs, components, computer skills (Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce), AAR regulations, and contract documents. Respond, manage, or coordinate common inquiries or complaints from customers. Comfortable in a shop environment where the use of PPE is required.
• Confident communicator with strong written, presentation and influence skills.
• Ability to develop opportunities in changing business conditions.
• Willingness to learn, share, grow and seek commercial excellence.
• Thorough knowledge and competency in MS Office including Word, PowerPoint and Excel, in addition to Outlook and Salesforce CRM.

DISCLAIMER: This is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned.

• FreightCar America provides equal employment opportunity to all individuals regardless of their race, color, creed, religion, gender, age, sexual orientation, national origin, disability, veteran status, or any other characteristic protected by state, federal, or local law.