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The position:

In this capacity, under the leadership and direction of the VP of Marketing and Sales and Cad Railways Industries’ senior management, you will manage and direct sales with some key clients and provide leadership to a team of sales employees to solicit and exceed sales in the railway MRO and railway component distribution markets throughout North America.

Sales categories would include developing the resale strategy of railway vehicles components and, the implementation of said strategy including the implementation of a distribution network throughout Canada. Sales of maintenance, repair and overhaul of rolling stock for Lachine, Calgary and Lethbridge locations. This role would include the development of long term relationships with key industry players.

Main duties and responsibilities will include:

• Elaboration of overall and territorial Sales and Marketing strategic plan that will have a strong focus on the 6 months to 2 years’ timeframe;
• Meeting sales objectives as agreed to with the executive team;
• Elaboration of Sales, and marketing budget, provide timely feed-back on revenues forecast and track accuracy;
• Help and provide daily coaching to a multi-level north American sales force;
• Execution of the marketing and sales strategy for the territory, as well as supporting the sales team’s plan for the company;
• Participation in the elaboration of the yearly budget and the 5 years Strategic and Tactical corporate plan;
• Preparation of Sales and Marketing Key Performance Indicators and continual tracking;
• Recommendation, preparation, with Senior Management, and launching of identified strategies to win targeted accounts while protecting operating margins;

The requirements

Essentials :

• Minimum of 10 years of experience in a sales role in an industrial and/or in a technical sales environments;
• Minimum of 3 years of experience in the Management of a Sales force;
• Experience with selling of Diesel motors & components. Might be within Rail or outside;
• Exposure to Rail Experience in business operations and/or commercial activities, such as negotiation and contracting skills in a B2B context ;
• Track record of growing sales and in managing contracts in the 7-digits ballpark;
• Ability to frequently travel (by air or road) all across North America – either to visit (current and potential) clients and/or attend events;
• Track record in analyzing customer and industry data;
• Experience in negotiating technical / heavy industry contracts that has to be WIN/WIN agreements;
• Excellent communication skills and impeccable ethics;

Would be seen as assets:

• French knowledge;
• Bachelor of Science (B. S.) Engineering, Bachelor of Administration (B.A.) degree, or equivalent experience in a sales/service role in fleet transportation equipment or similar area;
• Rail industry background;

Skills and competencies

• Have a strategic and global mindset;
• Like position that will include strategy, at times, as well as execution;
• Are a team player, born leader, self-starter, very organized and autonomous
• Like managing multiple files / leads all at once;
• Have an entrepreneurial mindset and excel in tight negotiation contexts;
• Have an impeccable ethics and an excellent judgement;
• Have either a technical / heavy industry or can demonstrate technical aptitude and the ability to learn technical matter ;
• Have a strong mechanical aptitude and ability to communicate unique selling points to, potentially, a broad multi-disciplinary audience in a clear and concise way – both orally and in writing
• Are comfortable with ambiguity but desire to champion innovative ideas, solution and solutions and development of customized service solutions;
• Have ability to use knowledge & experience to identify employee’s growth opportunities and provide individual sales coaching;
• Possess a strong business & financial analysis, value and strategy development skills;
• Have the ability to interact at all levels of the customer’s organization;

Requirements

• Work Permit