LOCOMOTIVE KEY ACCOUNT EXECUTIVE – SALES & MARKETING

Job Purpose

As a Key Account Executive, you will identify sales opportunities, cultivate leads, and develop business relationships with clients to achieve sales targets and revenue goals. Your role involves understanding client needs, presenting solutions, and negotiating contracts to secure new business and maintain customer satisfaction. This role requires a deep understanding of the railroad industry and competitive product offerings, strong sales skills, and the ability to build and maintain relationships with key stakeholders. We expect you to be a reliable professional able to achieve a balance between customer orientation and a results-driven approach. The goal is to find opportunities and turn them into profitable long-term relationships based on trust and mutual satisfaction. An Account Executive works with internal functional teams to ensure the company’s products or services are delivered on time, on budget and up to the client’s standards.

Req ID

10466BR

Work Location Options

Omaha, NE

City

Omaha

State:

Nebraska

Company Description

Progress Rail, a Caterpillar company, is an integrated rolling stock and infrastructure provider, delivering a full range of products and services to domestic and international railroad customers. Our customers enjoy one-stop shopping and comprehensive cradle-to-grave railway solutions - whether it rolls on the rail or is the rail itself. From locomotives, transit, freight cars and engines, to tracks, signals and advanced technology, we ensure customers can count on us to meet all their rail needs. Forging the bridge between ideas and success, our talented and innovative team members work together to address the challenges of the rail industry today, ensuring success for the future. As part of a vibrant, global network of business operations, each and every member of our team is important to our success. With headquarters in Albertville, Ala., more than 7,000 dedicated employees serve customers through a network of close to 150 locations around the world. For more information, visit www.progressrail.com and follow @Progress_Rail on Twitter and YouTube.

Key Job Elements

• Develop and implement sales strategies, plans, and implements tactics to grow business, expand offerings, and achieve sales targets for assigned accounts;
• Identify and qualify sales leads and prospects through research, networking, cold calling, and referrals, targeting key decision-makers and influencers within target organizations;
• Build and maintain relationships with existing clients, serving as the primary point of contact and trusted advisor, understanding their needs, objectives, and challenges to deliver value-added solutions;
• Conduct sales presentations, product demonstrations, and solution pitches to prospective clients, showcasing product features, benefits, and value propositions to address client requirements;
• Customize sales proposals, quotes, and contracts based on client needs, pricing guidelines, and company policies, negotiating terms, discounts, and payment terms to close deals;
• Collaborate with internal teams, including marketing, product development, aftermarket services, customer support, and project management to align sales efforts, address customer needs, and deliver solutions that meet client expectations;
• Manage the sales pipeline and sales activities, tracking leads, opportunities, and sales progress using CRM software or sales tracking tools to prioritize efforts and maximize sales conversion;
• Prepare sales forecasts, reports, and analyses for management review, monitoring sales performance, trends, and market dynamics to inform strategic decision-making and planning;
• Attend industry events, conferences, and networking functions to generate leads, build relationships, and stay updated on market trends, competitor activities, and customer needs;
• Conduct competitive analysis and market research to identify market trends, customer preferences, and competitive positioning, informing sales strategies and product development efforts;
• Provide product feedback and insights to product management and development teams, communicating client needs, requirements, and feature requests to drive product enhancements and innovation;
• Resolve customer inquiries, issues, or concerns promptly and professionally, demonstrating responsiveness, empathy, and a commitment to customer satisfaction;
• Monitor customer satisfaction and retention levels, conducting account reviews, satisfaction surveys, and follow-up meetings to assess customer loyalty and identify opportunities for upselling or cross-selling;
• Stay updated on industry regulations, compliance requirements, and best practices in sales and account management, participating in training programs and professional development activities;
• Demonstrate professionalism, integrity, and ethical conduct in all sales activities, adhering to company policies, regulations, and industry standards;
• Travel as required to perform job responsibilities (50%).
  
  
  

Education / Training

• Bachelor's degree in business, engineering, or a related field; additional certifications in sales or account management are a plus.
  
  
  

Qualifications And Experience

Account Executives rely on people skills and communicate with clients in both business-to-business and business-to-customer capacities. Other important skills and qualifications for Account Executives include:

• Minimum of 5 years of experience in sales or account management, preferably in the railroad or transportation industry;
• Proven track record of achieving sales targets and building strong customer relationships;
• Knowledge of sales principles, techniques, and strategies, with a track record of achieving sales targets, generating revenue, and building client relationships;
• Customer-focused mindset, with a passion for understanding client needs, delivering value, and providing exceptional service to drive customer satisfaction and loyalty;
• Strong communication and interpersonal skills, with the ability to build rapport, influence decision-making, and negotiate effectively with clients and stakeholders;
• Results-oriented attitude, with a sense of urgency, persistence, and determination to achieve sales goals, overcome challenges, and drive business growth;
• Analytical and problem-solving abilities, with the capacity to analyze sales data, identify trends, and develop actionable insights to improve sales performance;
• Organizational and time management skills, with the ability to prioritize tasks, manage time effectively, and follow through on commitments in a fast-paced sales environment;
• Adaptability and resilience, with the ability to thrive in dynamic situations, embrace change, and adjust strategies in response to market conditions or customer feedback;
• Proficiency in using sales tools and technology, such as CRM software, sales automation tools, and productivity apps, to manage leads, opportunities, and sales activities;
• Strong technical knowledge of locomotives and aftermarket components and services;
• Willingness and ability to travel as needed to meet with customers and attend industry events (approximately 50%).
  
  
  

Required Skills:

• Sales techniques;
• Relationship building;
• Communication skills;
• Negotiation skills;
• Customer service;
• Analytical skills;
• Time management;
• Adaptability;
• Problem-solving abilities;
• Teamwork.
  
  
  

Essential And Physical Activities Functions

• Strength – May be required to lift up to 50 pounds to assist in shipping event‐related materials;
• Motion – Position requires standard repetitive motions and hand/eye coordination associated with normal office communications;
• Vision/Hearing Requirements – Required to use computer, read, and interpret orders, and communicate effectively with internal and external customers on the phone; frequent communications, including both talking and hearing;
• Work Environment – Position will typically be located in an office environment;
• Emotional Demands – Required to liaise with multiple levels within the organization, including senior leaders, managers, and production workforce; must be well‐spoken, able to manage multiple priorities and individual requests daily, with professional and supportive attitude;
• Safety – Position is primarily limited to general office safety requirements. Safety requirements may change based on field work (i.e., if visiting a facility or railroad) and would require the use of all relevant PPE and follow safety protocols.
  
  
  

The preceding description is not designed to be a complete list of all duties and responsibilities required of a Locomotive Key Account Executive.

Benefits

• 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. EEO Equal Opportunity Employer – Race/Color/Sex/Religion/National Origin/Sexual Orientation/Gender Identity/Vets/Disabilities
  
  
  

Job Category

Executive

PRS Facility Location

Leased Off - Omaha, NE

Summary Pay Range

$150,000 - $265,000