Sales Manager, Aftermarket – Outside Sales

This is a fully remote position, open to applicants in South Carolina.

📋 Description

• Identify, pursue, and secure new aftermarket parts and services business within a designated territory and customer base.

• Spend the majority of working hours in the field, traveling to customer locations, industry events, and railroad facilities.

• Take ownership of new business development for aftermarket parts and services, concentrating on acquiring and finalizing new revenue.

• Actively prospect, make cold calls, and visit railroads, contractors, and industrial clients.

• Develop and oversee a sales pipeline and territory plan; meet or surpass sales quotas and commission-driven revenue targets.

• Conduct customer visits, site assessments, and presentations to determine needs, position Harsco Rail's offerings, and finalize agreements.

• Negotiate pricing, terms, and contracts while adhering to established guidelines.

• Create account penetration strategies to convert prospective clients and reactivate dormant or competitor-held accounts.

• Collaborate with inside sales, customer service, and operations teams to ensure order fulfillment and enhance customer satisfaction.

• Maintain opportunity, activity, and pipeline information in the CRM system.

• Track competitive activities, market trends, pricing changes, and customer capital/maintenance plans.

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

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

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

• Perform additional related responsibilities as assigned.

⛳️ Requirements

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

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

• Preferred experience in railroad, rail transit, or industrial capital equipment/aftermarket sectors.

• Proven ability to independently prospect, negotiate, and secure new business.

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

• Proficient in Microsoft Office and CRM systems, such as Salesforce or equivalent.

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

• Excellent communication skills and ability to build relationships.

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

• Self-motivated, competitive, and comfortable working independently with a variable, commission-based compensation structure.

• Valid driver's license and an acceptable driving record.

🏝️ Benefits

• Commission-based revenue targets and variable, commission-based compensation.

• Full-time employment.

• Availability for remote work.

• Protections under equal employment opportunity laws.

• Alternative application procedures for applicants whose disabilities prevent them from using the online system.