Manager, Regional Sales- Remote

Loram Maintenance of Way; Jacksonville (FL); Hybrid; USD 112,000 - 141,000; Full time

Job summary

A railroad services company is seeking a Regional Sales Manager in Jacksonville, Florida. The role focuses on managing customer relationships, developing sales strategies, and achieving revenue targets. The ideal candidate will have over 5 years of B2B sales experience, preferably in the railroad industry, and will be responsible for the entire sales process from prospecting to closing. The position offers a comprehensive benefits package, including health insurance and a 401(k) plan.

Benefits

Medical, dental, and vision insurance

401(k) with employer match

Tuition reimbursement

Qualifications

• 5+ years of experience in business-to-business sales.
• Strong understanding of railroad track and structures.
• Ability to maintain railroad certifications.

Responsibilities

• Manage all aspects of the sales cycle from prospecting to close.
• Develop new customer relationships and grow existing accounts.
• Prepare sales proposals and presentations to customers.

Skills

B2B Sales

Customer Relationship Management

Market Analysis

Strategic Planning

Railroad Industry Knowledge

Education

Bachelor’s Degree in Business

Job description

Job Title : Manager, Regional Sales

FLSA Status : Exempt

Department : Marketing & Sales

Reports to : Director, North America Sales

Note : This position may be based anywhere within the United States.

GENERAL DESCRIPTION / PURPOSE :

The Regional Sales Manager is responsible for implementing strategic and tactical sales plans for their region to meet or exceed monthly, quarterly, and total annual sales objectives. In this role, the Regional Sales Manager will manage the assigned customer base, increase sales in the assigned geography, and provide guidance and technical assistance to customers. This individual will focus on developing new relationships as well as growing existing relationships within their assigned accounts. The Regional Sales Manager will be assigned revenue objectives and tasks associated with growth in that assigned account. The role is ultimately responsible for all the activities associated with the account including proposals, accounts receivables, and equipment scheduling.

ESSENTIAL JOB FUNCTIONS :

Responsibilities

Customer Interaction and Management

• Manage all aspects of the sales cycle, from prospecting to close. End to end sales process.
• Market and sell existing and new products and services, including demonstrations, developing opportunities, and managing the entire sales strategy, with working knowledge of railroad customers, their systems, maintenance practices, and requirements as they relate to Loram Enterprise products and services.
• Document all detailed customer activity in the CRM system and maintain the database with all customer contacts within the organization to support sales activities.
• Prepare sales presentations and proposals to create product understanding/awareness, projections, and negotiate required pricing.
• Monitor invoice aging and assist Accounting in resolving any outstanding customer invoice payments.
• Identify short- and long-term opportunities for new and extended business opportunities.
• Establish and maintain well-built relationships with customers to ensure inquiries, orders, invoices, and complaints are dealt with quickly and effectively; resolve and prevent customer conflicts and escalate when needed.
• Maintain and assist in the coordination of equipment schedules, equipment moves, and information distribution to stakeholders throughout the business.

Customer Support :

• Collaborate with the product development team and recommend new product line initiatives based on industry service opportunities from assigned customer service needs, including monitoring and tracking of competitor activity for assigned customers.
• Manage and develop a strategic plan for upcoming customer service contract expirations.
• Stay abreast of new Loram product developments and applications for operation on assigned customers, and stay informed about developments in railroad maintenance of way and engineering by participating in educational opportunities, industry events, reading professional publications, and maintaining personal networks.
• Have a strong working knowledge of Loram Enterprise products and services and the ability to effectively present them to customers; knowledge of or ability to quickly become familiar with railroad products and services, particularly relating to maintenance of track and structures.

REQUIRED QUALIFICATIONS :

Education : Bachelor’s Degree in business or another relevant field preferred

Experience : 5+ years business-to-business sales and/or railroad track and structures related

In lieu of education, 9+ years of equivalent combination of education and experience.

Licenses / Certifications : Maintain railroad certifications, obtain and maintain upon hire

WORKING CONDITIONS :

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the role. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Office deskwork, requiring sitting, walking, using phone & computer
• May lift up to 30 lbs. occasionally
• 70% or more travel including international
• Can tolerate variable and sometimes challenging conditions during visits or inspections of company equipment in a railroad environment

Benefits for this role include a comprehensive package with company-sponsored medical, dental, and vision insurance; Health Savings Account (HSA) and Flexible Spending Account (FSA) options; wellness programs; basic life and AD&D insurance; voluntary life insurance; company paid short-term and long-term disability coverage; 401(k) retirement plan including an employer match of 150% up to the first 6% you contribute to the Plan; Employee Assistance Program (EAP); behavioral health support; and leaves of absence.

Additional benefits include tuition reimbursement, payroll charity contributions, adoption assistance and optional plans such as legal, critical illness, and hospitalization.

Loram determines compensation based on factors such as skills, competencies, education, and/or experience. Certain positions may be eligible for an annual bonus and paid time off in addition to base compensation.

Starting pay for the position is between $112,327.20 - $140,409.00.

Loram is an Equal Opportunity Employer and will make all employment-related decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, marital status, familial status, status with regard to public assistance, membership or activity in a local commission, protected veteran status, or any other status protected by applicable law.

Revised November 2023

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