Job Purpose

The Sales Director leads all efforts related to current financial achievement of North American Signal business unit goals as well as all efforts related to pricing and proposals.

This position also assists the sales team through strategic marketing support, including competitive analysis when appropriate, to effectively represent the company’s products, services for customers, and prospects.

Company Description

Railroads transport goods and people millions of miles every day. At Progress Rail, we believe in going the distance with them.

We are looking for talented and innovative team players to address the challenges of the rail industry today, ensuring success for the future.

Build a long-term career with opportunities for growth and advancement as part of a vibrant network of close to 200 global locations.

Our innovative team members work together to forge the bridge between ideas and success!

As a Caterpillar company, Progress Rail 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 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 their needs.

Learn how we keep our customers rolling by following us on Facebook, Twitter, Instagram, YouTube and LinkedIn, and by visiting progressrail.com .

Key Job Elements

• Lead teams comprised of Global Pricing & Proposals, Customer Service, Technical Product Support;
• Lead change in each of the teams to reflect current best practices and PRS global strategy;
• Holds customer reviews as required and develop customer relationships;
• Develop sales plan and outyear projections;
• Manages efforts within the department and organization to facilitate problem resolution;
• Develop and manage KPIs for the business unit, including orders / backlog, year over year metrics, pricing analyses, and proposal metrics, among others.
• Be the point of contact / leader of all Global Commercial activity;
• Responsible for monthly financial forecasting, leveraging the Finance and Customer Service organizations processes;
• Responsible for achieving revenue targets annually;
• Manage all customer proposal efforts including schedule layout, assignments, and action items;
• Submit proposal packages and scheduled updates to the customer;
• Actively participate in monthly earnings / profit reviews and decisions regarding monthly financial budget achievement;
• Participate and help develop strategic sales objectives;
• Supports strategic marketing initiatives, including new product rollouts, existing marketing campaigns, and collects and summarizes intelligence on an as needed basis;

Qualifications and Experience

• Strong communication skills, both written and oral; ability to listen and communicate with customers, service technicians, and internal employees; knowledge of products;
• Minimum of 5-years of proven direct sales experience; preferably in the rail infrastructure and signaling arena;
• Must be proficient in all levels of the sales process- prospecting, strategy development, quoting, negotiating, and closing opportunities;
• The successful candidate must be an accomplished business developer with excellent client relationship, interpersonal, time management, and listening skills;
• Proficient in MS Office Suite, including MS Word, PowerPoint, and particularly with Excel;
• Ability to work across multiple levels of an organization;
• Strong project management skills (planning, budgeting, and managing);
• Strong analytical capability & creative problem solving where problems are broad & complex;
• Strong understanding of value proposition development, customer VOC, and trade-off analysis.

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.

Last updated : 2024-04-20