Great Lakes Region Sales Representative

Description

A&K Railroad Materials stands as a premier supplier of both new and used railroad track materials, with our headquarters situated in Salt Lake City, Utah. Our extensive network comprises distribution, manufacturing, and sales sites strategically positioned throughout the United States. Beyond track materials, A&K boasts affiliated railroad operations crucial to key infrastructure in Mississippi and Kansas, as well as car storage facilities spread across multiple states.

As the Great Lakes Region Sales Representative, you will be responsible for growing sales of railroad track materials across A&K’s Great Lakes Region which includes Indiana, Ohio, Illinois, Michigan, Wisconsin, and Minnesota. Based in Gary, Indiana, you will work closely with customers and A&K product managers to develop new business, manage and expand existing accounts, and reestablish relationships with inactive customers. In this role, you will help position A&K as the preferred supplier to short line railroads, railroad contractors, rail-served industrial customers, and transit agencies by building strong partnerships and leveraging A&K’s extensive inventory of new and relay track materials.

Key Responsibilities

Success in this role will be measured through territory growth, new account development, customer retention, pipeline quality, and the consistent delivery of responsive customer service.

• Use A&K’s ERP system and data analytics tools to identify and quantify sales opportunities and develop strategic solutions tailored to each project and customer.
• Provide comprehensive weekly activity updates and share market trends and customer feedback to support management decisions and regional growth.
• Maintain consistent, effective communication with customers and A&K’s sales and operations teams to support coordinated service and execution.
• Develop solution-based proposals that address customer needs and supply opportunities identified through customer discussions or market analysis.
• Represent A&K at industry events, conferences, trade shows and customer locations.
• Travel throughout the region, including 8 to 10 overnight stays per month, to visit customers and A&K regional warehouse locations.
• Maintain an accurate sales pipeline, document customer activity, and provide reliable forecasts to support inventory planning and regional sales decisions.

Requirements

• A bachelor’s degree in business administration, sales, marketing, or a related field is preferred; relevant railroad or industry experience may be considered in place of a degree.
• Proven track record in sales, preferably within the railroad or construction industry.
• Experience managing a multi-state sales territory and developing customer relationships across a geographically dispersed market is preferred.
• Strong team skills with the ability to solve problems within a group environment.
• Excellent communication and interpersonal skills, with the ability to build trust and rapport with customers and internal stakeholders.
• Knowledge of or prior experience with ERP systems is preferred; experience with Microsoft Dynamics 365 is a plus.
• Prior experience using data analytics to identify opportunities and inform sales and market decisions.
• Valid driver’s license and ability to meet the position’s regional travel requirements.
• Strong negotiation and commercial decision-making skills, with the ability to balance customer needs, competitive conditions, pricing, and company objectives.

What we have to offer:

• Team-centered culture
• Multiple health & dental plans to choose from
• 401K plan with match
• Paid Time Off