Sales Manager

L.B. Foster Company, established in 1902, is a leading manufacturer, fabricator, and distributor of products for the transportation, construction, utility, and energy markets with location in North America and Europe.  We have been recognized for achievement in manufacturing excellence, financial growth, and our impressive safety record.  The corporation owns divisions and subsidiaries that supply products to industries requiring rail and rail accessories; bridge decking and highway products; precast concrete buildings; and threaded and coated pipe.  L.B. Foster markets its products worldwide.

At L.B. Foster, our culture reflects our passion for integrity, accountability and safety. This culture is built on the quality of our workforce and a positive attitude toward continuous improvement, working in a safe environment and customer service.

JOB SUMMARY:

The Sales Manager, Rail (Southeast) is responsible for managing the sales of L.B. Foster North American Rail Business product lines in a specified geographical territory by directly calling on and selling to Short Line Railroads, Regional Railroads, Contractors, Ports, and Industrial Accounts.  Goal is to meet or exceed sales plan for each of L.B. Foster’s North American Rail Business product lines (Rail Distribution, Trackwork, Allegheny Rail Products, Transit Products, Rail Technologies, and Salient Systems).

ESSENTIAL FUNCTIONS:

1. Work with established accounts and seek new opportunities with prospective customers to increase sales.
2. Contact regular and prospective customers to recommend and demonstrate products and explain product features.
3. Oversee the bidding and quoting processes of the Customer base through self-ownership and the participation of the Customer Service Group
4. Follow-up on a timely basis and report competitive results.
5. Develop relationships with the various contractor and railroad department executives, at least to the V.P. level, including Purchasing, Mechanical and Engineering (Maintenance of Way and Signal), as well as AVP, General Directors, Directors (Division Engineer) and Managers (Roadmasters), and will be accountable for ensuring that through those relationships, L.B. Foster has the most competitive and advantageous opportunities to conduct business.
6. Manage business activities such as accounts receivables, travel & entertainment within the defined territory.
7. Assist with the implementation of strategic market plans while generating maximum sales & gross profit for the district sales office.
8. Assist in creating strategies that meet or exceed on a consistent basis the annual operating and rolling strategic plans.
9. Responsible for in-depth product knowledge (50% technical proficiency in every rail business product line), while being able to rely on Product Managers/Engineers/Technical Sales Group in of each of L.B. Foster’s Rail Business product lines.
10. Answer customer questions about products, prices, availability, product uses, and commercial terms.
11. Work effectively with Inside Sales, Product Managers, Engineering, and Finance to ensure customer production timeline is met and invoicing is complete.
12. All other duties as assigned.

EXPERIENCE, EDUCATION, & LICENSE REQUIREMENTS:

• Bachelor’s degree in business, Marketing, or a related field required.
• 5 to 7 years of sales experience required.
• Experience in the Rail industry preferred.
• Experience with a customer relationship management (CRM) system is preferred.

SKILLS & ABILITIES:

• Outside field work will be necessary from time to time, as well as overnight travel on average of 50% of the time.
• Customer entertainment and trade show attendance is required when and where necessary.
• Excellent verbal and written communication skills
• Proficient math skills
• Intermediate Microsoft Suite skills

COMPETENCIES:

• Organizing
• Planning
• Problem Solving
• Customer Focus
• Peer Relationships
• Patience
• Integrity & Trust
• Composure
• Adaptability/Flexibility
• Listening
• Learning on the Fly
• Informing
• Priority Setting

THE BENEFITS:

• Medical, dental, vision benefits the first day of the month after hire
• Market-leading 401(k) program with company match
• 100% tuition reimbursement
• Two weeks paid parental leave 
• Career development and advancement opportunities