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Job ID: 18872

Benefits Offering

NARSTCO is committed to helping our employees live better lives. We offer comprehensive benefits packages to eligible employees, including competitive pay, medical, dental and vision coverage, 401(k) with company match, and additional performance incentives.

Pary Range: $135000 - $150000 / year

Overview

We are seeking a highly motivated and experienced Director of Sales to join our dynamic team, who will manage regional sales managers as well as build and nurture relationships with key accounts, primary focus on Class 1 Railroads (UP, BNSF, CPKC, CN, CONRAIL), Major Transits, and key industrial accounts.

Position Summary

As the Director of Sales, you will be overseeing NARSTCO’s sales managers and focusing on key accounts. You will play a crucial role in driving revenue growth and expanding our market presence within the rail transportation sector. Leveraging your deep industry knowledge, you will be responsible for cultivating and managing relationships with key decision-makers within Class 1 Railroads, Transits, and Major Industrial Accounts, identifying opportunities for collaboration, and ensuring the successful delivery of our products and services. This position will report directly to the CCO.

Primary/Essential Responsibilities and Duties

• Client Relationship Management: Develop and maintain strong relationships with executives and key decision-makers within Class 1 Railroads, transits and major industrial accounts. Understand the unique needs and challenges of each client, providing tailored solutions to address their business objectives.

• Business Development: Identify new business opportunities and partnerships with each key account. Collaborate with the sales team to develop and execute strategic plans to achieve revenue targets. Attend approved industry events to increase NARSTCO’s presence and support the company’s business development initiatives.

• Product and Service Knowledge: Stay abreast of industry trends, market dynamics, and competitors to ensure our offerings remain competitive and aligned with client needs. Effectively communicate the value proposition of our products and services to clients.

• Contract Negotiation: Lead negotiations for contracts, ensuring favorable terms for both the client and the company.

• Cross-Functional Collaboration: Collaborate with internal teams, including regional sales managers, account executives, engineering group, marketing team, and customer support, to ensure seamless delivery of services and products. Provide feedback to internal teams based on client needs and market insights.

• New Product Sales: assist in the sales of NARSTCO’s “e” clip product line to key accounts.

• Revenue Targets: Assist in meeting or exceeding the company’s annual revenue targets.

• Project Support: Occasionally attend project site meetings or NARSTCO installation sites to provide support where required.

• Reporting and Systems: Weekly and monthly forecasting updates utilizing the company’s CRM system (Nutshell). Consistent updates and tracking of customer interactions (i.e. in-person meetings) along with maintaining pipeline project status (i.e. timing, material, etc.) in CRM. Independent reports (i.e. excel) and presentations (i.e. PowerPoint) will be required at least once a month that will be presented to the company’s management and ownership team.

• Oversee NARSTCO’s regional sales managers and assist when required with key meetings. Organize and manage NARSTCO’s Monthly Sales Calls along with providing weekly/quarterly updates.

• Assist in presenting sales updates and future forecasts to corporate group monthly.

Required Skills and Qualifications (suggestions)

• Bachelor’s Degree in Business Marketing or Business Administration

• 8+ years of experience in Marketing, Sales, Promotions and Customer Relations and supervisory experience with Sales Representatives

• Experience in sales for Industrial Manufacturing and Distribution is required.

• Knowledge and experience of North American Railroad Industry highly preferred

• Extensive experience in CRM systems.

• Strong communication, organization skills, and customer follow up

• Intermediate experience with Microsoft Office products to include Word, Excel, Power Point

Physical Requirements and Working Conditions (suggestions)

• Approximately 60-70 % travel, primarily where identified key accounts are based, including travel throughout the US, Canada, and Mexico for various Company meetings and conferences.

• This position is remote.

This job description is not intended to represent a complete, comprehensive list of all duties and responsibilities that may be required in this position.  There may be unplanned activities and other duties as assigned.

RailWorks is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment with RailWorks without regard to an individual’s sex, race, religion, creed, color, national origin, sexual orientation, gender identity, marital status, age, disability, veteran status or other legally protected characteristics.