Dir, Sales and Marketing

Job Purpose The Director of Inside Sales leads the inside sales function, driving revenue growth and operational excellence by collaborating closely with the materials management team, operations team, commercial team, and IT team. This role is responsible for implementing pricing strategies, providing detailed customer quotations, standardizing sales processes, and ensuring robust KPI tracking regarding customer contracts. The Director also manages a team of customer service representatives to deliver exceptional customer experience. Company Description Progress Rail stands at the intersection of legacy and innovation—driving the future of rail with a pioneering spirit. Since its founding in 1983, the company has grown to become one of the world’s largest and most trusted providers of railroad products, services, and technologies. Today, Progress Rail delivers a comprehensive portfolio of cost-effective solutions to railway customers around the globe. From the rails themselves to the EMD® locomotives that ride them, the company’s products are in operation across more than 100 countries—powering progress and connecting communities. In 2006, Progress Rail joined Caterpillar Inc., further strengthening its ability to lead the rail industry with cutting‑edge technology, unmatched expertise, and a commitment to excellence. At Progress Rail, the team is not just building the future of rail—they are making history every day. Key Job Elements 1. Cross-Functional Collaboration Work closely with materials management, operations, and commercial teams to implement effective pricing strategies and deliver accurate, timely quotes to customers. Partner with the IT team to identify, implement, and refine robust internal procedures and digital tools that support sales operations. 2. Process Standardization & Improvement Standardize sales and quoting processes to efficiently address customer needs and ensure consistency across the organization. Implement and continuously improve procedures that drive consistent KPI tracking, real-time visibility regarding KPIs contained in customer contracts, and data-based market analysis. 3. Sales Strategy & Execution Develop and execute pricing models in collaboration with commercial and operations teams. Oversee the adoption and utilization of CRM and analytics tools for opportunity management, reporting, and market analysis. 4. Team Leadership & Customer Service Manage, coach, and develop a team of customer service representatives, ensuring that customer needs are addressed promptly and professionally. Foster a culture of accountability, continuous improvement, and customer-centricity within the team. 5. Performance Management & Reporting Monitor sales and service KPIs, analyze performance data, and report on progress to senior leadership. Use real-time dashboards and analytics to identify trends, opportunities, and areas for improvement. 6. Business Development & Market Analysis Conduct market analysis in partnership with the commercial team to identify new business opportunities and inform strategic decisions. Maintain strong relationships with key customers and stakeholders, ensuring high levels of satisfaction and loyalty. Qualifications and Experience Bachelor’s degree in Business, Marketing, or related field. Proven experience leading inside sales and customer service teams, preferably in B2B or industrial environments. Strong analytical, strategic, and leadership skills. Proficiency with CRM software (e.g., Salesforce) and sales analytics tools. Excellent communication, interpersonal, and motivational abilities. Results-oriented, accountable, and able to drive measurable growth. Benefits Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance, and experience. Please note that salary is only one component of total compensation at Progress Rail.* 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. The provisions of the plan documents control such benefits. Subject to position, eligibility, and plan guidelines. #J-18808-Ljbffr