What are the responsibilities and job description for the Director, North America - Advanced Rail Technology position at Progress Rail, A Caterpillar Company?
Job Purpose
The Director, North America – Advanced Rail Technology (ART) is a senior commercial leadership role responsible for driving new revenue growth, winning new customers, and expanding ART’s footprint across the North American rail market.
This role is a front-line commercial position, accountable for developing and executing regional growth strategy, originating new opportunities, shaping customer demand, and converting pipeline into bookings. The Director will engage directly with railroad operators, and strategic partners to position ART solutions at the executive and decision maker level.
While supported by technical and product teams, this role owns the commercial outcome—from opportunity identification through deal closure—and plays a critical role in defining ART’s go to market approach in North America.
This position reports to the Vice President, Advanced Rail Technology.
Req ID
11768BR
City
La Grange
State:
Illinois
Company Description
Progress Rail stands at the intersection of legacy and innovation—driving the future of rail with a pioneering spirit. Since its founding in 1983, the company has grown to become one of the world’s largest and most trusted providers of railroad products, services, and technologies. Today, Progress Rail delivers a comprehensive portfolio of cost-effective solutions to railway customers around the globe. From the rails themselves to the EMD® locomotives that ride them, the company’s products are in operation across more than 100 countries—powering progress and connecting communities. In 2006, Progress Rail joined Caterpillar Inc., further strengthening its ability to lead the rail industry with cutting-edge technology, unmatched expertise, and a commitment to excellence. At Progress Rail, the team is not just building the future of rail—they are making history every day.
Key Job Elements
Commercial Growth & New Business Development
Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance, and experience. Please note that salary is only one component of total compensation at Progress Rail.**
Engineering
PRS Facility Location
EMD HQ LaGrange, IL - 400
Summary Pay Range
$127,500 - $240,000
The Director, North America – Advanced Rail Technology (ART) is a senior commercial leadership role responsible for driving new revenue growth, winning new customers, and expanding ART’s footprint across the North American rail market.
This role is a front-line commercial position, accountable for developing and executing regional growth strategy, originating new opportunities, shaping customer demand, and converting pipeline into bookings. The Director will engage directly with railroad operators, and strategic partners to position ART solutions at the executive and decision maker level.
While supported by technical and product teams, this role owns the commercial outcome—from opportunity identification through deal closure—and plays a critical role in defining ART’s go to market approach in North America.
This position reports to the Vice President, Advanced Rail Technology.
Req ID
11768BR
City
La Grange
State:
Illinois
Company Description
Progress Rail stands at the intersection of legacy and innovation—driving the future of rail with a pioneering spirit. Since its founding in 1983, the company has grown to become one of the world’s largest and most trusted providers of railroad products, services, and technologies. Today, Progress Rail delivers a comprehensive portfolio of cost-effective solutions to railway customers around the globe. From the rails themselves to the EMD® locomotives that ride them, the company’s products are in operation across more than 100 countries—powering progress and connecting communities. In 2006, Progress Rail joined Caterpillar Inc., further strengthening its ability to lead the rail industry with cutting-edge technology, unmatched expertise, and a commitment to excellence. At Progress Rail, the team is not just building the future of rail—they are making history every day.
Key Job Elements
Commercial Growth & New Business Development
- Own and deliver regional revenue growth targets for ART solutions in North America.
- Proactively identify, qualify, and pursue new customer opportunities, with a strong focus on net-new accounts and expansion into untapped segments.
- Build and maintain a robust, forward-looking sales pipeline, translating market insight into actionable opportunities.
- Lead the end-to-end commercial sales cycle, including opportunity shaping, value proposition development, pricing strategy, negotiations, and contract closure.
- Partner with Progress Rail sales leadership while acting as the primary growth catalyst for ART offerings in the region.
- Develop and execute a regional go-to-market strategy aligned with ART’s global objectives.
- Establish and expand senior-level customer relationships, engaging directly with executives, technical decision-makers, and procurement leaders.
- Serve as the voice of the customer and the market, bringing insights on competitive dynamics, customer needs, and emerging trends to ART leadership.
- Identify strategic partnerships, pilot opportunities, and lighthouse projects that accelerate adoption of ART technologies.
- Lead commercial solution positioning, clearly articulating the business and operational value of ART technologies.
- Guide customers through solution evaluation by translating technical capabilities into commercial outcomes and ROI.
- Support proposal development, business cases, and commercial terms, ensuring alignment between customer value and ART profitability.
- Deliver executive-level presentations, product demonstrations, and commercial briefings.
- Act as the commercial interface between ART technology teams and Progress Rail / Caterpillar sales, marketing, and products organizations.
- Influence product roadmaps by linking market demand to development priorities.
- Support ART marketing initiatives, including industry conferences, customer events, and marketing artifacts (website, videos, articles, posts, etc.).
- Contribute to long-term commercial planning, forecasting, and executive reviews.
- Bachelor’s degree in Engineering, Energy Management, or a related technical field. An MBA or advanced degree is a plus.
- 10 years of experience in a commercial, business development, or sales leadership role within the rail, transportation, or industrial technology sectors.
- Demonstrated success as a hunter: proven track record of originating and closing new business, not just managing existing accounts.
- Deep understanding of the North American rail market, with established relationships across key operators, agencies, and industry stakeholders.
- Strong ability to sell complex, technology-driven solutions using value-based and consultative selling approaches.
- Commercially astute, with experience in pricing strategy, negotiations, and deal structuring.
- Executive presence with the ability to influence both customers and internal senior leadership.
- Highly driven, self-directed, and comfortable operating in a growth-oriented, performance-accountable environment.
- Willingness to travel 10% to 25% within North America to drive customer engagement and deal execution.
- Strength – Position typically involves work in a standard office environment. Physical effort is light to medium level work;
- Motion – Frequent sitting, walking, standing, bending, kneeling, crouching, stooping, lifting, carrying, climbing, bending, balancing, pushing, pulling;
- Vision/Hearing Requirements – Occasional verbal communications, including both talking and hearing;
- Work Environment – Position is consistent with standard office environment;
- Emotional Demands –Requires ability to work with a team to accomplish mission success;
- Safety – Position includes safety requirements consistent primarily with a standard office environment. Must follow all PPE and Safety requirements when working in and around Rail or Manufacturing areas.
Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance, and experience. Please note that salary is only one component of total compensation at Progress Rail.**
- Competitive Salary
- 401(k) plan with up to 6% company match (no waiting period with immediate vesting)
- Medical/Dental/Vision/Life/Disability Insurance
- Supplemental Accident, Critical Care, and Hospital Insurance available along with an HDHP and HSA with seed money
- Flexible Spending Accounts
- Paid Vacation
- Paid Holidays
- Paid Time-Off (PTO)
- Employee Assistance Plan
- Education Assistance Program
- Employee Recognition Programs
- Site specific Production and Incentive Plans
- Site specific Step and Skill Level Wage Adjustment Plans
- Site Specific Relocation and Sign-on Bonus Programs
- Benefits eligibility varies by job position, full-time/part-time and regular/temporary status. The provisions of the plan documents control such benefits.
- Subject to position, eligibility, and plan guidelines. EEO Progress Rail is an Equal Opportunity Employer, including Veterans and Individuals with Disabilities.
Engineering
PRS Facility Location
EMD HQ LaGrange, IL - 400
Summary Pay Range
$127,500 - $240,000
Salary : $127,500 - $240,000