Sales Director, EWS Strategic Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and implement the strategy for the North America Railcar segment based on accounts, regions, product platforms, and types of opportunities.

• Take ownership of the commercial roadmap for key Railcar accounts, which includes target customers, untapped opportunities, pricing strategies, margin enhancements, and long-term agreements.

• Convert customer potential into a qualified pipeline with specific actions, milestones, ownership, and financial implications.

• Foster commercial discipline through account planning, prioritizing opportunities, positioning against competitors, and tracking conversions.

• Collaborate with operations, plant leadership, engineering, supply chain, quality, and production teams to meet customer execution requirements.

• Ensure that customer commitments are in sync with production readiness, technical capabilities, quality standards, and delivery expectations.

• Identify and address execution gaps that may impact customer satisfaction, quality, adherence to schedules, or growth opportunities.

• Raise risks and assist in cross-functional problem-solving to enhance execution reliability and business performance.

• Collaborate with the EWS team to pinpoint customer workflow challenges and transform them into value-driven solution opportunities.

• Develop opportunities involving filler metals, equipment, automation, robotics, digital solutions, and productivity enhancement initiatives.

• Organize customer trials, technical validations, commercial proposals, implementation planning, and follow-up after implementation.

• Monitor EWS-related pipeline activities, including value, stage, timing, probability, and barriers to closure.

• Establish a regular operating rhythm to assess account priorities, customer commitments, pipeline health, execution risks, and action ownership.

• Provide leadership updates on business performance, opportunities, customer feedback, and support needs.

• Cultivate trusted relationships with customer executives, engineering teams, procurement, production, and plant leadership.

• Position ESAB as a strategic partner dedicated to productivity, quality, automation readiness, workflow efficiency, safety, and cost performance.

⛳️ Requirements

• Bachelor’s degree in engineering, Business, Operations, or a related field is required.

• A minimum of 10 years of experience in industrial sales, strategic account management, business development, manufacturing, engineered solutions, or similar commercial leadership roles.

• Proven track record of growing large accounts, increasing market share, enhancing margins, and leading cross-functional business execution.

• Experience managing large, complex industrial, OEM, transportation, heavy fabrication, or manufacturing accounts.

• Proficiency in operating within matrix organizations with Sales, Engineering, Product Management, Operations, Supply Chain, Quality, and Finance stakeholders.

• Strong commercial acumen in account planning, pricing, negotiation, margin management, and pipeline development.

• Ability to navigate between executive-level strategy and plant-level execution.

• Familiarity with manufacturing, operations, supply chain, quality, and technical execution environments.

• Capability to lead cross-functional teams through influence, effective communication, structure, and accountability.

• Exceptional written and verbal communication skills.

• A technical background or an Engineering degree is preferred.

• Experience in welding, fabrication, railcar, transportation, heavy manufacturing, or engineered industrial solutions.

• Experience operating across U.S. and Mexico commercial and operational environments.

• Familiarity with automation, robotics, digital workflow tools, or productivity-improvement solutions.

• Proficiency in the Spanish language is preferred.

• Must wear Personal Protective Equipment (PPE) when working in or visiting manufacturing and plant locations.

• Willingness to travel extensively both domestically and internationally, including regular visits to customer locations and ESAB facilities.

• Ability to move, transport, position, or remove equipment weighing up to 50 lbs., and push/pull products weighing up to 200 lbs. using approved safety equipment.

🏝️ Benefits

• Salary range of $131,699.00-$153,599.00 per year.

• Extensive domestic and international travel opportunities.