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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
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 collaborating with cross-functional teams to ensure customer satisfaction and achieve revenue targets.
Highest-signal resume keywords
New Business DevelopmentSales Pipeline ManagementProspecting and Closing SkillsCRM Proficiency (Salesforce)Railroad and Industrial Aftermarket Experience
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales ForecastingNegotiationMarket Pricing KnowledgeAccount Penetration PlanningCustomer Relationship Management
Soft Skills
Excellent CommunicationRelationship-BuildingSelf-MotivatedCompetitive
Tools & Technologies
Microsoft OfficeCRM Systems
Certifications & Qualifications
Bachelor's Degree in Business AdministrationValid Driver's License
Industry Keywords
Aftermarket PartsRailroadsIndustrial CustomersCapital EquipmentSales Quotas
About the role
Key responsibilities & impact- Own new business development for aftermarket parts and services within an assigned territory
- Proactively prospect, cold-call, and travel to target accounts including 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 aftermarket 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 into active customers
- Partner with inside sales, customer service, and operations teams for post-sale handoff, 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 track record of independently prospecting, negotiating, and closing new business
- Working knowledge of market pricing, competitive dynamics, and the rail/industrial aftermarket landscape preferred
- Proficiency with Microsoft Office and CRM systems (e.g., 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 incentive structure tied directly to new and incremental sales generated
- Equal employment opportunities and compensation/training without discrimination
- Confidential handling of applicant information according to EEO guidelines