Director of Account Management

The Director of Account Management is a senior leadership position responsible for overseeing the sales team, maintaining a customer-centric approach, and driving strategic initiatives to enhance business growth. This role involves defining target markets, identifying emerging trends, and collaborating across departments to deliver exceptional customer experiences. The Director will play a pivotal role in go-to-market planning, KPI tracking, and the development of data-driven strategies, ensuring organizational goals are met efficiently and effectively.

11495BR

Albertville

Alabama

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 Responsibilities

• Lead and Manage Sales Team: Direct the daily operations of the sales team, providing guidance, mentorship, and performance evaluations to maximize results.
• Customer Focus: Foster a culture of customer-centricity, ensuring customer needs and objectives are understood and addressed in all account management activities.
• Define Target Markets: Analyze and segment markets to identify high-value opportunities and align resources accordingly.
• Identify Market Trends and Opportunities: Monitor industry developments, competitor activity, and market shifts to inform strategic planning and decision-making.
• Assist with Go-to-Market Planning: Partner with marketing and product teams to develop and execute effective go-to-market strategies that drive revenue growth.
• Track Key Performance Indicators (KPIs): Establish, monitor, and report on KPIs to assess team performance, customer satisfaction, and business outcomes.
• Develop Data-Driven Tactics and Strategies: Utilize analytics and market research to inform strategy development and tactical execution, in partnership with senior management and relevant teams.
• Cross-Team Collaboration: Work closely with IT, inside sales, technical sales, and accounting teams to ensure seamless customer experiences, efficient billing, and order management.
• Customer Needs Analysis: Engage with customers to understand their business objectives, challenges, and opportunities, translating insights into actionable account plans.
• Efficient Billing and Order Management: Oversee processes to ensure accurate billing, timely order fulfillment, and resolution of any issues impacting customer satisfaction.

Reporting Structure
This position reports directly to the Vice President of Sales and collaborates regularly with senior management, department heads, and cross-functional teams throughout the organization.
Performance Metrics

• Sales team performance and achievement of revenue targets
• Customer satisfaction scores and retention rates
• Accuracy and timeliness of billing and order processing
• Successful launch and execution of go-to-market initiatives
• Quality and impact of data-driven strategies
• Effectiveness of cross-team collaboration

Collaboration and Communication
The Director of Account Management will serve as a central point of contact between customers and internal teams, ensuring transparent communication and effective collaboration. Regular meetings and updates with IT, inside sales, technical sales, and accounting departments will be essential to drive shared goals and resolve challenges promptly.

Candidates should possess a strong understanding of sales methodologies and emerging technologies within the industry. Adaptability to changing market conditions and a proactive approach to professional development are essential for success in this role.

• Proven track record in managing sales teams and achieving revenue targets.
• Strong analytical skills with expertise in market analysis and data-driven decision making.
• Excellent communication, negotiation, and interpersonal abilities.
• Demonstrated ability to collaborate across functions and lead cross-departmental initiatives.
• Proficiency with CRM, reporting tools, and billing/order management systems.
• Customer-focused mindset with a commitment to delivering high-quality service.
• Experience working with IT, sales, and accounting teams is highly desirable.

Essential and Physical Activities Functions

• Strength - Must be able to lift to 35lbs;
• Motion - The position spends most of the time in an office setting. This position will require occasional walking, standing, stooping, and bending;
• Vision/Hearing Requirements - Prolonged periods sitting at a desk and working on a computer and must be able to communicate effectively with internal and external customers;
• Work Environment - Work in temperature-controlled environment;
• Emotional Demands - Required to liaise with multiple levels within the organization, including senior leaders and managers. Individual must be well-spoken, able to manage multiple priorities and individual requests daily;
• Safety - This is not a safety sensitive position. It is primarily an office position requiring awareness of the safety requirement in an office environment within the facility; must be capable of following all safety protocols.

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.

Progress Rail is an Equal Opportunity Employer, including Veterans and Individuals with Disabilities.

Marketing, Sales and Service

Albertville, AL (PRSC Corp HQ) - 001