Business Segment Manager - Rail

Fuchs Lubricants Co.; Jacksonville (FL); On-site; USD 140,000 - 160,000; Full time

Job summary

Fuchs Lubricants Co. in Jacksonville, FL, seeks a decisive Business Segment Manager to drive growth across North American railway markets, including freight, infrastructure, and passenger rail.

You will develop major accounts, shape value propositions, and coordinate with Sales, Product Management, Marketing, and global teams. Reporting to the Rail Global Segment lead, you will manage national accounts and OEMs, define pricing strategies, and oversee proposals, trials, and market analytics while

Qualifications

• Bachelor's degree in Business Administration, Industrial Engineering, or related discipline.
• +5 years of B2B sales, business development, or market-development experience.
• Demonstrated success developing major key accounts and working with global OEMs.
• Strong commercial judgment and ability to translate insights into profitable growth.
• Knowledge of tribology and lubricants is preferred.
• Excellent communication and collaboration across functions and cultures.

Responsibilities

• Develop and execute the North American commercial strategy for the Global Business Segment Railway, aligned with global priorities and regional market needs.
• Define compelling, application-specific value propositions for passenger rail, freight, infrastructure, and related markets.
• Drive profitable segment growth through direct sales, distribution partnerships, strategic account management, cross-selling, and new business development.
• Develop and manage relationships with national key accounts and OEMs, expanding existing business while identifying, pursuing, and closing new opportunities.
• Prepare customer proposals, technical documentation, tender responses, and commercial recommendations.
• Coordinate product trials and evaluations and provide technical recommendations in partnership with customers, sales engineers, and internal technical teams.
• Partner with Product Management to define and prioritize product and service roadmaps based on customer requirements, market feedback, and growth potential.
• Analyze market intelligence, competitive activity, and pricing trends to recommend effective market positioning and pricing strategies.
• Collaborate with FUCHS sales teams and distributor partners to increase market penetration and deliver a consistently high level of customer service.
• Train and support FUCHS sales teams, distributors, and their representatives on railway applications, value propositions, and business-development strategies.
• Plan segment marketing initiatives with Marketing and represent FUCHS at trade fairs, industry events, and relevant associations.
• Deliver sales, forecast, and budget objectives while maintaining accurate opportunity pipelines and performance reporting.
• Collaborate with FUCHS Specialty teams across the Americas and with Head of Global Business Segment to advance strategic initiatives and develop international business opportunities.
• Travel approximately 50% with a few potential international trips in working with the Global Business Segment; convenient access to a major airport is required.

Skills

B2B sales

Key account management

Strategic selling

CRM systems

Sales forecasting

Cross-functional collaboration

Education

Bachelor's degree in Business Administration or related discipline

Tools

Salesforce

Job description

MOVING YOUR WORLD by focusing on your success:

FUCHS offers a challenging and rewarding working environment where employees are encouraged to develop and grow. We stand behind our core values: trust, creating value, respect, reliability, and integrity. Ours is a culture that fosters creativity and empowerment, values work/life balance, and gives you the freedom to excel. At FUCHS we aim to nurture your capabilities, ideas and career.

Salary:

FUCHS offers a competitive salary commensurate with experience in a similar position. The salary range for this position is $140,000 - $160,000 per year, as well as additional sales and company incentives, but actual salary will vary depending upon a new hire's experience and qualifications, as well as internal equity.

Your Responsibilities:

We are seeking a highly motivated Business Segment Manager to drive growth across the North American railway market, including freight, infrastructure, passenger rail and related industries such as bridge construction/wire rope. This strategic role will develop and manage major key accounts, identify new business opportunities, and collaborate closely with the global Railway team. The position will translate customer and market insights into differentiated value propositions, product and service priorities, effective pricing strategies, and sustainable growth initiatives while strengthening collaboration among Sales, Product Management, Marketing, and local affiliates. The Business Segment Manager for the Global Business Segment Railway will report to the Manager of Business Segments within the FUCHS Specialty Division.

Key responsibilities will include:

• Develop and execute the North American commercial strategy for the Global Business Segment Railway, aligned with global priorities and regional market needs
• Define compelling, application-specific value propositions for passenger rail, freight, infrastructure, and related markets
• Drive profitable segment growth through direct sales, distribution partnerships, strategic account management, cross-selling, and new business development
• Develop and manage relationships with national key accounts and OEMs, expanding existing business while identifying, pursuing, and closing new opportunities
• Prepare customer proposals, technical documentation, tender responses, and commercial recommendations
• Coordinate product trials and evaluations and provide technical recommendations in partnership with customers, sales engineers, and internal technical teams
• Partner with Product Management to define and prioritize product and service roadmaps based on customer requirements, market feedback, and growth potential
• Analyze market intelligence, competitive activity, and pricing trends to recommend effective market positioning and pricing strategies
• Collaborate with FUCHS sales teams and distributor partners to increase market penetration and deliver a consistently high level of customer service
• Train and support FUCHS sales teams, distributors, and their representatives on railway applications, value propositions, and business-development strategies
• Plan segment marketing initiatives with Marketing and represent FUCHS at trade fairs, industry events, and relevant associations
• Deliver sales, forecast, and budget objectives while maintaining accurate opportunity pipelines and performance reporting
• Collaborate with FUCHS Specialty teams across the Americas and with Head of Global Business Segment to advance strategic initiatives and develop international business opportunities
• Travel approximately 50% with a few potential international trips in working with the Global Business Segement; convenient access to a major airport is required

Qualifications we are looking for:

• Bachelor's degree in Business Administration, Industrial Engineering, or a related discipline
• +5 years of B2B sales, business development, or market-development experience, preferably within the railway industry, specialty lubricants, or another technical, application-driven market
• Demonstrated success developing major key accounts and working with global OEMs and other complex customer organizations
• Strong commercial judgment, with the ability to identify opportunities, build compelling value propositions, and convert customer and market insights into profitable growth
• Knowledge of tribology and lubricants is preferred
• Self-motivated and results-oriented, with strong planning, prioritization, and time-management skills
• Excellent verbal, written, and interpersonal communication skills, with the ability to influence and collaborate across functions, cultures, and organizational levels
• Ability to work independently, collaborate effectively within a matrix organization, and manage a broad territory or market segment
• Proficiency with CRM systems; Salesforce experience is preferred
• Entrepreneurial, hands-on mindset with a passion for building markets, shaping business environments, and driving change

These are your benefits:

Fuchs offers a challenging and rewarding working environment where employees are encouraged to develop and grow as professionals. In this role, you will have the opportunity to work on projects that will expand your experience and challenge your abilities in the global marketplace. The position also offers an excellent compensation package and a comprehensive suite of benefits.

Fuchs Lubricants Co. is an equal employment opportunity (EEO)/AA employer and strongly supports diversity in the workplace (m/f/d/v).