Demonstrates expertise in new business development and sales within the aftermarket parts and services sector, with a strong focus on prospecting, negotiation, and closing deals. Proficient in managing sales pipelines and utilizing CRM systems to drive customer satisfaction and revenue growth.

Highest-signal resume keywords

New Business DevelopmentSales Pipeline ManagementProspecting And NegotiationCRM ProficiencyRailroad Industry Experience

About the role

Key responsibilities & impact

Identify, pursue, and close new aftermarket parts and services business across an assigned territory and customer base
Spend the majority of time in the field and traveling to customer sites, industry events, and railroad facilities
Own new business development for aftermarket parts and services, focusing on hunting and closing new revenue
Proactively prospect, cold-call, and visit railroads, contractors, and industrial customers
Build and manage a sales pipeline and territory plan; meet or exceed sales quotas and commission-based revenue targets
Conduct customer visits, site walks, and presentations to identify needs, position Harsco Rail offerings, and close deals
Negotiate pricing, terms, and contracts within established guidelines
Develop account penetration plans to convert prospects and dormant or competitor-held accounts
Partner with inside sales, customer service, and operations teams to ensure order fulfillment and customer satisfaction
Maintain opportunity, activity, and pipeline data in the CRM system
Monitor competitive activity, market trends, pricing dynamics, and customer capital/maintenance plans
Represent Harsco Rail at trade shows, conferences, and customer events
Provide sales forecasts, pipeline reviews, and territory performance updates to the Director, Aftermarket Sales
Improve the aftermarket sales process and share market intelligence and customer feedback with product, marketing, and operations teams
Perform additional related duties as assigned

Requirements

What you’ll need

Bachelor's degree in Business Administration, Marketing, or a related field, or equivalent combination of education and relevant sales experience
3+ years of outside, quota-carrying, new-business-development ("hunter") sales experience
Railroad, rail transit, or industrial capital equipment/aftermarket experience strongly preferred
Demonstrated ability to independently prospect, negotiate, and close new business
Working knowledge of market pricing, competitive dynamics, and the rail/industrial aftermarket landscape preferred
Proficiency with Microsoft Office and CRM systems, such as Salesforce or similar
Strong prospecting, negotiation, presentation, and closing skills
Excellent communication and relationship-building ability
Willingness and ability to travel extensively within the assigned territory, typically 50% or more, including overnight travel
Self-motivated, competitive, and comfortable working independently with variable, commission-based compensation
Valid driver's license and acceptable driving record

Benefits

Comp & perks

Commission-based revenue targets and variable, commission-based compensation
Full-time employment
Remote work availability
Equal employment opportunity protections
Alternate application procedure for applicants whose disability prevents use of the online system

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Sales ForecastingClosing SkillsMarket Pricing KnowledgeAccount Penetration PlanningPresentation Skills

Soft Skills

Excellent CommunicationRelationship-BuildingSelf-MotivatedCompetitive Nature

Tools & Technologies

Microsoft OfficeSalesforce

Certifications & Qualifications

Valid Driver's License

Industry Keywords

Aftermarket PartsRailroadIndustrial Capital EquipmentCold-CallingCustomer Satisfaction