Sales Manager Aftermarket Outside Sales

Harsco Rail; West Columbia (SC); On-site; USD 90,000 - 130,000; Full time

Job summary

Harsco Rail is seeking a Sales Manager, Aftermarket to drive new aftermarket parts and services revenue in an assigned territory. The role prioritizes hunting and closing new business, with field travel to customer sites, industry events, and railroad facilities to build relationships and win opportunities.

You will report to the Director, Aftermarket Sales and operate within a commission-driven compensation structure, emphasizing prospecting, negotiations, and strategic account development.

Qualifications

• Bachelor's degree or equivalent in business or related field; 3+ years outside sales experience preferred.
• Proven track record of prospecting, negotiating, and closing new business, ideally in a commission-driven environment.
• Strong understanding of market pricing and aftermarket dynamics in rail/industrial sectors.

Responsibilities

• Own new business development for aftermarket parts and services within the assigned territory.
• Prospect, cold-call, and travel to target accounts to generate new leads and opportunities.
• Build and manage a robust pipeline and consistently meet or exceed quotas and revenue targets.
• Negotiate pricing and contracts to win new, competitive-displacement business.
• Collaborate with inside sales, customer service, and operations to ensure smooth order fulfillment and customer satisfaction.
• Maintain accurate CRM data and provide regular pipeline updates to leadership.

Skills

Hunter mentality

Negotiation

Closing skills

Communication

Relationship-building

Travel willingness

CRM proficiency

Education

Bachelor's degree in Business Administration or Marketing

Equivalent combination of education and relevant sales experience

Tools

Salesforce or similar CRM

Microsoft Office

Job description

Job Description

The Sales Manager, Aftermarket is a results-driven, outside sales "hunter" responsible for proactively identifying, pursuing, and closing new aftermarket parts and services business across an assigned territory and customer base. This role owns revenue growth end-to-end — prospecting, in-person and virtual customer engagement, competitive displacement, and deal closure — and is compensated through a commission-based incentive structure tied directly to new and incremental sales generated. The Sales Manager spends the majority of time in the field and traveling to customer sites, industry events, and railroad facilities to build relationships, uncover opportunities, and win business. This position reports to the Director, Aftermarket Sales and plays a critical role in expanding Harsco Rail's aftermarket footprint and market share.

Qualifications:
Qualifications

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

• 3+ years of outside, quota-carrying, new-business-development ("hunter") sales experience; railroad, rail transit, or industrial capital equipment/aftermarket experience strongly preferred.

• Demonstrated track record of independently prospecting, negotiating, and closing new business, ideally in a commission-driven sales environment.

• Working knowledge of market pricing, competitive dynamics, and the rail/industrial aftermarket landscape preferred.

• Proficiency with Microsoft Office and CRM systems (e.g., Salesforce or similar).

• Strong prospecting, negotiation, presentation, and closing skills, with excellent communication and relationship-building ability.

• Willingness and ability to travel extensively within the assigned territory (typically 50% or more), including overnight travel, to visit customers and prospects in person.

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

• Valid driver's license and acceptable driving record.

Core Competencies

• Hunter mentality and drive for new business

• Negotiation and deal-closing

• Effective communication and presentation skills

• Customer focus and relationship building

• Integrity and trust

• Self-direction and independent territory management

• Adaptability and flexibility

• Accountability and drive for results

• Strategic planning and pipeline management

• Critical thinking and learning agility

Additional Information

Key Responsibilities

• Own new business development for aftermarket parts and services within an assigned territory, with a primary focus on hunting and closing new revenue rather than managing existing accounts.

• Proactively prospect, cold-call, and travel to target accounts — including railroads, contractors, and industrial customers — to generate new sales leads and opportunities.

• Build and manage a robust sales pipeline and territory plan; consistently meet or exceed assigned sales quotas and commission-based revenue targets.

• Conduct in-person customer visits, site walks, and presentations to identify customer needs, position Harsco Rail's aftermarket offerings, and close deals.

• Independently negotiate pricing, terms, and contracts within established guidelines to win new and competitive-displacement business.

• Develop and execute strategic account penetration plans to convert prospects and dormant or competitor-held accounts into active customers.

• Partner with inside sales, customer service, and operations teams to ensure smooth handoff, order fulfillment, and customer satisfaction after the sale is won.

• Maintain accurate, up-to-date opportunity, activity, and pipeline data in the CRM system to support forecasting and territory management.

• Monitor competitive activity, market trends, pricing dynamics, and customer capital/maintenance plans to identify new sales opportunities.

• Represent Harsco Rail at industry trade shows, conferences, and customer events to generate leads and strengthen brand presence.

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

• Champion continuous improvement of the aftermarket sales process and share market intelligence and customer feedback with product, marketing, and operations teams.

• Perform additional related duties as assigned by management.

Note: Responsibilities listed represent the overall scope of the position. Complexity, autonomy, and leadership expectations increase as employees progress.

We provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status or genetics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

If you have a difficulty applying for any job posted on Harsco Rail’s website because a disability prevents you from using the online system, Harsco Rail offers the following alternate application procedure: Contact Matthew Fink, HR Director, North America at 803-822-7440 and Harsco Rail will arrange for an alternate method of applying and will consider your application together with all other applications received for the job. Please call only for disability application. All your information will be kept confidential according to EEO guidelines.