Manager- Aftermarket Sales
About The Position
The Aftermarket Sales Manager leads FreightCar America’s outside sales team and drives disciplined, profitable growth across the Aftermarket Parts portfolio, with a strong focus on distribution sales. The role translates commercial strategy into sales plans, account and territory priorities, customer engagement expectations, and consistent execution. It includes coaching and developing the team, managing performance, analyzing sales, ensuring Salesforce and commercial process compliance, and overseeing select key customer relationships. The manager balances strategic planning with hands-on execution and collaborates across the organization to turn customer and market insights into action. Chicago-based hybrid work is preferred; fully remote work may be considered for the right candidate. The position involves approximately 30%–50% travel, including overnight travel, for customer visits, field coaching, internal meetings, industry events, and conferences. It is eligible for commissions under the company’s commission plan and applicable policies; the stated compensation range represents total target earnings, including base salary and target commission opportunities.
Requirements
- Proven success leading, coaching, and holding sales professionals accountable in a business-to-business sales environment.
- Demonstrated ability to develop sales strategies and turn them into practical account, territory, and customer engagement plans.
- Strong analytical capability, including evaluating sales performance, identifying trends and gaps, prioritizing opportunities, and recommending corrective actions.
- Track record of driving sales growth, developing new business, expanding existing customer relationships, and supporting pricing and margin discipline.
- Strong leadership presence and ability to set expectations, coach employees with different experience levels, address performance issues, and build ownership and execution.
- Ability to rapidly learn technical products, customer applications, industry requirements, and operational considerations that influence customer decisions.
- Minimum of 8–10 years of progressive sales experience, including at least 3 years of direct experience managing salespeople.
- Strong working knowledge of CRM platforms and disciplined sales process management.
- Proficiency with Microsoft Excel, PowerPoint, Word, and Outlook, including analyzing sales data and communicating conclusions and action plans.
- Strong written, presentation, negotiation, coaching, influencing, and communication skills.
- Ability to balance strategic thinking with hands-on tactical execution in a fast-moving, growth-oriented environment.
- High accountability, sound judgment, adaptability, and willingness to travel to customer and field locations where personal protective equipment may be required.
- Bachelor’s degree in engineering, business, marketing, or a related discipline, or equivalent relevant sales and leadership experience.
Nice To Haves
- Experience in industrial distribution, manufacturing, transportation, or another technical B2B sales environment.
- Rail industry experience.
- Experience leading a geographically dispersed outside sales team.
- Salesforce experience.
- Bachelor’s degree in engineering, business, marketing, or a related discipline.
Responsibilities
- Lead, coach, and develop the outside sales team to achieve sales growth, customer development, and market expansion objectives across the Aftermarket Parts portfolio, especially distribution sales.
- Translate commercial strategy into actionable annual and quarterly sales plans with clear priorities, targets, and activities for territories and key accounts.
- Establish and enforce standards for account planning, territory coverage, customer contact and visit cadence, opportunity follow-up, and execution.
- Manage sales team performance through goal setting, regular one-on-one meetings, coaching, performance evaluations, development planning, participation in hiring, and recommendations regarding corrective or disciplinary action.
- Drive adoption of and compliance with Salesforce, ensuring customer activity, opportunities, account plans, and other required information are accurate, timely, and actionable.
- Analyze sales by customer, territory, product, and salesperson to identify wallet-share expansion, cross-selling, new account, retention, and reactivation opportunities, and use findings to guide team priorities.
- Oversee select key customer relationships and support Account Managers with important customer visits, opportunity development, negotiations, and issue resolution.
- Provide the Commercial Director with customer, market, competitive, pricing, and opportunity insights to support revenue and profitability decisions, and ensure compliance with approved pricing and commercial guidelines.
- Collaborate with Customer Service, Inside Sales, Supply Chain, Operations, Engineering, and other functions to resolve customer issues and execute sales growth initiatives.
- Monitor customer needs, market trends, and competitive activity, and recommend products, sales channels, value propositions, and commercial actions based on internal and outsourced capabilities.
- Manage relationships with independent sales representatives and monitor their engagement and sales performance.
- Travel approximately 30%–50%, including overnight travel, for joint customer visits, field coaching, internal meetings, industry events, and conferences.
Benefits
- Commission eligibility under the company’s commission plan and applicable policies.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
