Key Account Manager (US West & Mexico)

Sperry Rail Service is a leading global provider of Rail Flaw Detection (RFD) services and technologies for Railway Networks worldwide. Headquartered in the United States, Sperry's reach of services and people stretches across the globe. Being the predominant name in Rail Health® solutions for over 95 years, our reputation and success rate are unmatched. We continue to evolve through progressive investments in our people and the cutting-edge technologies that have made Sperry unrivaled in the industry. 

As the Key Account Manager at Sperry Rail, you will be tasked with nurturing and managing key client relationships with major Class 1 Railways and Shortline customers in the Western Region of the United States and Mexico. Your role will be instrumental in driving revenue growth, expanding market share, and introducing new technology-based enhancements to meet the evolving needs of our customers. With a focus on strategic account management and developing our business relationships, you will collaborate closely with senior leadership and key stakeholders on critical customer accounts to identify opportunities, negotiate contracts, and drive operational excellence.

Responsibilities:

* Client Relationship Management: Develop and maintain strong, long-lasting relationships with major Class 1 Railways and Shortline customers in Sperry’s Western Region of the United States and Mexico.

* Strategic Account Planning: Identify new business opportunities within existing accounts and prospect for new business within the assigned area. Develop account strategies and plans to achieve revenue targets and company goals, including the introduction of new technology enhancements.

* Contract Negotiation: Negotiate contracts and agreements with clients, ensuring mutually beneficial outcomes and alignment with company objectives.

* Internal Coordination: Coordinate with internal departments to ensure timely delivery of products/services and resolution of any issues. Work closely with in-house staff to develop technology enhancements and provide solutions to customer needs.

* Market Analysis: Stay up-to-date with industry trends, market developments, and competitor activities. Identify product improvements and new technology ideas while staying current on industry trends, market activities, and competition.

*Reporting and Planning: Prepare reports and presentations on account status and progress for management. Develop annual sales planning and customer sales objectives while working with various department heads, including engineering, finance, legal, operations, and human resources.

*Professional Development: Maintain professional and technical knowledge by participating in training workshops, reviewing professional publications, creating personal networks, benchmarking cutting-edge practices, and participating in professional conferences.

* Trade Fair Participation: Identify, plan, and execute participation in regional trade fairs and operations aimed at building a greater market share. Organize meetings with clients, examine competitors' products, and work closely with local sales agents/partners in the region.

* Compliance: Ensure full compliance with international anti-corruption documentation and legislation.

DISCLAIMER: 

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

Sperry Rail is committed to enabling railways around the world to improve safety and performance by delivering innovative Rail Health® technology with unmatched expertise. To rise to that commitment, we rely on a culture of values. Accountability, Honesty, Teamwork, Passion and Integrity are the ultimate prerequisites for success. We believe in hiring talented people of varied backgrounds, experiences, and styles...people like you! Sperry is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, or protected Veteran status.

BASIC QUALIFICATIONS

* Bachelor's degree in Business Administration, Marketing, or a related field; additional years of experience in lieu of a degree will be considered

* Proven experience as a Key Account Manager or relevant role in the railroad industry

* Experience in operational engagement in service business metrics, KPIs, and P&L reporting

* Proficiency in CRM software and Microsoft Office Suite

* Willingness to travel as needed

* Strong communication, negotiation, and interpersonal skills

* Ability to build rapport and trust with clients at all levels

* Self-motivated with a results-driven approach

* Experience in building complex proposals and responding to multi-faceted RFPs (inclusive of sales and service)

* Excellent organizational and time management skills

Why Sperry:

• Competitive salary.
• Generous paid time off.
• Full complement of health and welfare benefits.
• Truly meaningful and engaging work, compelling and intrinsically motivating.
• Immediate contribution to advancing cultural dynamics and infrastructure.
• Collaboration across high-performing teams with interdependent, well-defined achievement goals.
• Opportunity for thought leadership within a highly supportive working environment.

About Sperry:

Sperry Rail is on a mission-critical journey to revolutionize the Rail Flaw Detection industry. Through the continuous development of cutting-edge diagnostic technologies and AI-assisted analysis, we are transforming railway safety worldwide. Our global engineering teams work collaboratively to develop step-change technologies that define Sperry as the unparalleled market leader. For nearly a century we have repeatedly succeeded in modernizing and improving rail diagnostics through our unrelenting pursuit of improvement. Determined is an understatement. We are obsessed with advancing the science and raising the bar on what’s possible with our ever-improving suite of product and service offerings. Emboldened through the shared values of honesty, accountability, passion, integrity, and teamwork, we are driven by the challenge and bridging concepts with fruition. Each technologist entering Sperry has an opportunity to imprint themselves into our brand and further galvanize a culture of innovation and advancement. Allow us to be clear, Thought Leaders are welcome! We are agile, and hungry and invite those with similar passion to join us in challenging the status quo and bringing new ideas to market. Fast-paced, high-touch with a distinct sense of purpose, we offer more than a job, rather an opportunity to be part of a something different.