Progress Rail, A Caterpillar Company · 1 day ago
Locomotive Key Account Executive – Sales & Marketing
Jacksonville, FL
Full-time
Onsite
Senior Level
$150K/yr - $265K/yr
5+ years expProgress Rail, a Caterpillar company, is an integrated rolling stock and infrastructure provider, delivering a full range of products and services to domestic and international railroad customers. The Key Account Executive will identify sales opportunities, cultivate leads, and develop business relationships with clients to achieve sales targets and revenue goals.
Machinery ManufacturingManufacturingRecycling
Responsibilities
Develop and implement sales strategies, plans, and implements tactics to grow business, expand offerings, and achieve sales targets for assigned accounts
Identify and qualify sales leads and prospects through research, networking, cold calling, and referrals, targeting key decision-makers and influencers within target organizations
Build and maintain relationships with existing clients, serving as the primary point of contact and trusted advisor, understanding their needs, objectives, and challenges to deliver value-added solutions
Conduct sales presentations, product demonstrations, and solution pitches to prospective clients, showcasing product features, benefits, and value propositions to address client requirements
Customize sales proposals, quotes, and contracts based on client needs, pricing guidelines, and company policies, negotiating terms, discounts, and payment terms to close deals
Collaborate with internal teams, including marketing, product development, aftermarket services, customer support, and project management to align sales efforts, address customer needs, and deliver solutions that meet client expectations
Manage the sales pipeline and sales activities, tracking leads, opportunities, and sales progress using CRM software or sales tracking tools to prioritize efforts and maximize sales conversion
Prepare sales forecasts, reports, and analyses for management review, monitoring sales performance, trends, and market dynamics to inform strategic decision-making and planning
Attend industry events, conferences, and networking functions to generate leads, build relationships, and stay updated on market trends, competitor activities, and customer needs
Conduct competitive analysis and market research to identify market trends, customer preferences, and competitive positioning, informing sales strategies and product development efforts
Provide product feedback and insights to product management and development teams, communicating client needs, requirements, and feature requests to drive product enhancements and innovation
Resolve customer inquiries, issues, or concerns promptly and professionally, demonstrating responsiveness, empathy, and a commitment to customer satisfaction
Monitor customer satisfaction and retention levels, conducting account reviews, satisfaction surveys, and follow-up meetings to assess customer loyalty and identify opportunities for upselling or cross-selling
Stay updated on industry regulations, compliance requirements, and best practices in sales and account management, participating in training programs and professional development activities
Demonstrate professionalism, integrity, and ethical conduct in all sales activities, adhering to company policies, regulations, and industry standards
Travel as required to perform job responsibilities (50%)
Qualification
Required
Bachelor's degree in business, engineering, or a related field; additional certifications in sales or account management are a plus
Minimum of 5 years of experience in sales or account management, preferably in the railroad or transportation industry
Proven track record of achieving sales targets and building strong customer relationships
Knowledge of sales principles, techniques, and strategies, generating revenue, and building client relationships
Customer-focused mindset, with a passion for understanding client needs, delivering value, and providing exceptional service to drive customer satisfaction and loyalty
Strong communication and interpersonal skills, with the ability to build rapport, influence decision-making, and negotiate effectively with clients and stakeholders
Results-oriented attitude, with a sense of urgency, persistence, and determination to achieve sales goals, overcome challenges, and drive business growth
Analytical and problem-solving abilities, with the capacity to analyze sales data, identify trends, and develop actionable insights to improve sales performance
Organizational and time management skills, with the ability to prioritize tasks, manage time effectively, and follow through on commitments in a fast-paced sales environment
Adaptability and resilience, with the ability to thrive in dynamic situations, embrace change, and adjust strategies in response to market conditions or customer feedback
Proficiency in using sales tools and technology, such as CRM software, sales automation tools, and productivity apps, to manage leads, opportunities, and sales activities
Strong technical knowledge of locomotives and aftermarket components and services
Willingness and ability to travel as needed to meet with customers and attend industry events (approximately 50%)
Sales techniques
Relationship building
Communication skills
Negotiation skills
Customer service
Analytical skills
Time management
Adaptability
Problem-solving abilities
Teamwork
Preferred
Formal Sales Strategy Training
Benefits
Competitive Salary
401(k) plan with up to 6% company match (no waiting period with immediate vesting)
Medical/Dental/Vision/Life/Disability Insurance
Supplemental Accident, Critical Care, and Hospital Insurance available along with an HDHP and HSA with seed money
Flexible Spending Accounts
Paid Vacation
Paid Holidays
Paid Time-Off (PTO)
Employee Assistance Plan
Education Assistance Program
Employee Recognition Programs
Site specific Production and Incentive Plans
Site specific Step and Skill Level Wage Adjustment Plans
Site Specific Relocation and Sign-on Bonus Programs
Benefits eligibility varies by job position, full-time/part-time and regular/temporary status.
Company
Progress Rail, A Caterpillar Company
Our team creates lifelong customer relationships, supplying comprehensive rolling stock and infrastructure solutions for the global rail industry and setting the standard for excellence.
5001-10000 employees
H1B Sponsorship
Progress Rail, A Caterpillar Company has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (7)
2024 (3)
2023 (2)
2022 (1)
2021 (4)
2020 (4)
Funding
Current Stage
Late StageTotal Funding
unknown2010-06-01Acquired
Leadership Team
Paul Denton
SVP International Sales
Recent News
2025-08-13
2025-06-11
Company data provided by crunchbase