Locomotive Key Account Executive – Sales & Marketing

Description

• Build and maintain relationships with existing clients, serving as the primary point of contact and trusted advisor, understanding their needs, objectives, and challenges to deliver value-added solutions;
• Collaborate with internal teams, including marketing, product development, aftermarket services, customer support, and project management to align sales efforts, address customer needs, and deliver solutions that meet client expectations;
• Attend industry events, conferences, and networking functions to generate leads, build relationships, and stay updated on market trends, competitor activities, and customer needs;
• Travel as required to perform job responsibilities (50%).
• Manage the sales pipeline and sales activities, tracking leads, opportunities, and sales progress using CRM software or sales tracking tools to prioritize efforts and maximize sales conversion;
• Stay updated on industry regulations, compliance requirements, and best practices in sales and account management, participating in training programs and professional development activities;
• Customize sales proposals, quotes, and contracts based on client needs, pricing guidelines, and company policies, negotiating terms, discounts, and payment terms to close deals;
• Resolve customer inquiries, issues, or concerns promptly and professionally, demonstrating responsiveness, empathy, and a commitment to customer satisfaction;
• Monitor customer satisfaction and retention levels, conducting account reviews, satisfaction surveys, and follow-up meetings to assess customer loyalty and identify opportunities for upselling or cross-selling;
• Identify and qualify sales leads and prospects through research, networking, cold calling, and referrals, targeting key decision-makers and influencers within target organizations;
• Prepare sales forecasts, reports, and analyses for management review, monitoring sales performance, trends, and market dynamics to inform strategic decision-making and planning;
• Conduct competitive analysis and market research to identify market trends, customer preferences, and competitive positioning, informing sales strategies and product development efforts;
• Conduct sales presentations, product demonstrations, and solution pitches to prospective clients, showcasing product features, benefits, and value propositions to address client requirements;
• Provide product feedback and insights to product management and development teams, communicating client needs, requirements, and feature requests to drive product enhancements and innovation;
• Develop and implement sales strategies, plans, and implements tactics to grow business, expand offerings, and achieve sales targets for assigned accounts;

Requirements

• Time management;
• Customer-focused mindset, with a passion for understanding client needs, delivering value, and providing exceptional service to drive customer satisfaction and loyalty;
• Analytical skills;
• Bachelor's degree in business, engineering, or a related field; additional certifications in sales or account management are a plus.
• Emotional Demands – Required to liaise with multiple levels within the organization, including senior leaders, managers, and production workforce; must be well‐spoken, able to manage multiple priorities and individual requests daily, with professional and supportive attitude;
• Problem-solving abilities;
• Proficiency in using sales tools and technology, such as CRM software, sales automation tools, and productivity apps, to manage leads, opportunities, and sales activities;
• Negotiation skills;
• Formal Sales Strategy Training
• Willingness and ability to travel as needed to meet with customers and attend industry events (approximately 50%).
• Adaptability and resilience, with the ability to thrive in dynamic situations, embrace change, and adjust strategies in response to market conditions or customer feedback;
• Demonstrate professionalism, integrity, and ethical conduct in all sales activities, adhering to company policies, regulations, and industry standards;
• Sales techniques;
• Communication skills;
• Vision/Hearing Requirements – Required to use computer, read, and interpret orders, and communicate effectively with internal and external customers on the phone; frequent communications, including both talking and hearing;
• Minimum of 5 years of experience in sales or account management, preferably in the railroad or transportation industry;
• Motion – Position requires standard repetitive motions and hand/eye coordination associated with normal office communications;
• Analytical and problem-solving abilities, with the capacity to analyze sales data, identify trends, and develop actionable insights to improve sales performance;
• Strong communication and interpersonal skills, with the ability to build rapport, influence decision-making, and negotiate effectively with clients and stakeholders;
• Organizational and time management skills, with the ability to prioritize tasks, manage time effectively, and follow through on commitments in a fast-paced sales environment;
• Strong technical knowledge of locomotives and aftermarket components and services;
• Proven track record of achieving sales targets and building strong customer relationships;
• Knowledge of sales principles, techniques, and strategies, generating revenue, and building client relationships;
• Strength – May be required to lift up to 50 pounds to assist in shipping event‐related materials;

Benefits

• Education Assistance Program
• Supplemental Accident, Critical Care, and Hospital Insurance available along with an HDHP and HSA with seed money
• Employee Assistance Plan
• 401(k) plan with up to 6% company match (no waiting period with immediate vesting)
• Site specific Production and Incentive Plans
• Site Specific Relocation and Sign-on Bonus Programs
• Competitive Salary
• Site specific Step and Skill Level Wage Adjustment Plans
• Paid Holidays
• Flexible Spending Accounts
• Medical/Dental/Vision/Life/Disability Insurance
• Paid Time-Off (PTO)
• Employee Recognition Programs
• Paid Vacation

Training + Development

Interview process

Visa Sponsorship

Security clearance