Sales Manager, Aftermarket – Outside Sales

This is a fully remote position, open to applicants in Brazil, +1 more country.

📋 Description

• Take charge of new business development for aftermarket parts and services within a designated territory.

• Actively seek out, make cold calls, and travel to target accounts such as railroads, contractors, and industrial clients.

• Create and manage a sales pipeline and territory strategy; achieve or surpass sales quotas and commission-driven revenue goals.

• Conduct customer visits, site inspections, and presentations to uncover needs, position aftermarket solutions, and finalize sales.

• Negotiate pricing, terms, and contracts in accordance with established policies.

• Formulate account penetration strategies to convert prospects and dormant or competitor-held accounts into active clients.

• Collaborate with inside sales, customer service, and operations teams for post-sale transitions, fulfillment, and customer satisfaction.

• Keep opportunity, activity, and pipeline data updated in the CRM system.

• Observe competitive activities, market trends, pricing changes, and customer capital/maintenance strategies.

• Represent Harsco Rail at trade shows, conferences, and customer functions.

• Deliver sales forecasts, pipeline assessments, and territory performance updates to the Director of Aftermarket Sales.

• Enhance the aftermarket sales process and relay market intelligence and customer insights to product, marketing, and operations teams.

• Perform additional related responsibilities as assigned.

⛳️ Requirements

• Bachelor's degree in Business Administration, Marketing, or a related discipline, or a comparable combination of education and relevant sales experience.

• Over 3 years of outside, quota-carrying, new business development ("hunter") sales experience.

• Experience in the railroad, rail transit, or industrial capital equipment/aftermarket sectors is highly preferred.

• Proven success in independently prospecting, negotiating, and closing new business deals.

• Familiarity with market pricing, competitive dynamics, and the rail/industrial aftermarket landscape is preferred.

• Proficient in Microsoft Office and CRM systems (e.g., Salesforce or similar).

• Strong skills in prospecting, negotiation, presentation, and closing.

• Exceptional communication and relationship-building capabilities.

• Willingness and ability to travel extensively within the assigned territory, typically 50% or more, including overnight travel.

• Self-driven, competitive, and adept at working independently with a variable, commission-based compensation structure.

• Valid driver's license and a satisfactory driving record.

🏝️ Benefits

• Commission-based incentive structure directly linked to new and incremental sales generated.

• Equal employment opportunities and compensation/training provided without discrimination.

• Confidential handling of applicant information in accordance with EEO guidelines.