Dir, Sales

Job Purpose Sales Director represents Progress Rail in contacting customers and prospective customers within a defined territory regarding products and services. Responsible for managing Railroad, contractor transit and industrial accounts. Represents company in the strategic marketing of the entire catalog of Infrastructure and/or Rolling Stock products.

Req ID 12031BR

Work Location Options Options: Kansas City, MO, Denver, CO, Salt Lake, UT, Fort Worth, TX

Region Western US

City Ft. Worth

State: Texas

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 Account Territory includes Western USA. WA, OR, NV, CA, AZ, AK, HI.

• Prospects for new opportunities for both Infrastructure and Rolling Stock products;
• Conducts product presentations to customers with technical support;
• Liaise between company’s operations, accounting, engineering, and other departments that

request assistance with customers within coverage area;

• Develops and implements effective sales strategies for new and existing customer accounts;
• Provides marketing intelligence for current sales and future growth; understand industry dynamics, market trends, and help set company priorities;
• Develops and maintains strong customer relationships to understand and anticipate their needs;
• Provides weekly sales updates, including tracking of all opportunities;
• Travels to customer sites;
• Participates in trade shows;
• Supports post-sales activities, including product deliver, customer follow-up, and A/R collection;
• Creates and presents quotations and proposals to customers;
• Aggressively follows up on open quotes and works to close business opportunities;
• Utilizes the Salesforce platform to create quotations, enter weekly call reports, and manage customer

accounts;

• Negotiates contracts with the assistance of the legal and compliance departments;
• Participate and help develop strategic sales objectives;
• Performs additional job-related duties as assigned.

Education / Training Bachelor's degree in engineering or business or equivalent; MBA preferred.

Qualifications And Experience

• Bachelor’s degree in Marketing, Communications, Advertising, Engineering or Journalism preferred;
• 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;
• Proficient in all levels of the sales process- prospecting, strategy development, quoting, negotiating, and closing opportunities;
• Accomplished business developer with excellent client relationships, 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.
• Knowledge of Rail products and customer an asset

Benefits 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.

Job Category Marketing, Sales and Service

PRS Facility Location Leased Off - Fort Worth, TX - 397

Summary Pay Range $127,500 - $240,000