What are the responsibilities and job description for the Account Director - Rail position at IEC Holden?
Department: Sales
Location: US Remote
Mission:
Lead the charge in growing our customer base and revenue by building trusted partnerships with rail and transit industry OEMs and end-users who value quality, innovation, and operational excellence. As a strategic driver of our sales efforts, you’ll deliver high-impact contracts, unlock new markets, and be the face of a company in commercial terms.
Key Responsibilities
Outcomes:
- Develop strategic account plans for all key accounts within 30 days of onboarding and review quarterly with sales leadership.
- Conduct 30 qualified prospect meetings per quarter with key stakeholders in target rail OEM's and end-user clients.
- Deliver 5 customer solution presentations per quarter.
- Secure 5 new customer programs with a minimum total contract value of $5M annually, within the first year.
- Achieve 100% of annual sales targets through a mix of new business and strategic account expansion.
- Strategic Thinking – Aligns sales approach with long-term business goals and competitive positioning.
- Value-Based Account Planning - Demonstrates the ability to strategically segment customers, create value hypotheses, and develop actionable plans that align customer needs with measurable business outcomes.
- Customer-centric Orientation – Builds strong client relationships through trust, responsiveness, and value-driven solutions.
- Communication – Persuasively communicates across multiple cross-functional stakeholders.
- Pipeline Management – Builds, tracks, and converts a robust pipeline using CRM tools and metrics.
- Negotiation Skills – Closes deals through thoughtful preparation, objection handling, and win-win positioning.
- Cross-functional Alignment – Partners effectively with internal Engineering, Operations, and Finance to scope, price, and deliver projects.
- Resilience & Drive – Maintains focus and persistence through long sales cycles and changing customer demands.
- This position is remote in US or Canada. Ideal candidate would be based in the Central or Eastern Standard Time zones.
- Successful candidate will have a proven track record of 5 years of experience selling into the rail industry.
- This position requires extensive Travel.
Salary : $5