FreightCar America, Inc.

Role Description The Vice President, Sales is responsible for driving profitable revenue growth and expanding FreightCar America's strategic market position across assigned customer accounts and market segments. This role serves as the executive commercial leader for customer relationships, responsible for identifying, developing, and securing new business opportunities while maximizing long-term customer value. Success in this position requires a highly consultative and strategic sales approach centered on understanding each customer's business objectives, operational challenges, and growth initiatives. The Vice President, Sales develops trusted executive relationships, influences customer decision-making through insight and technical expertise, and delivers differentiated value propositions that position FreightCar America as the preferred long-term partner. This individual owns the entire commercial lifecycle—from market development and opportunity identification through strategy development, proposal execution, negotiation, contract award, and long-term account growth. Qualifications - Bachelor's Degree in Business, Engineering, Marketing, Finance, or a related technical discipline from an accredited university. - Working knowledge of AAR rules, regulations, and freight rail industry standards preferred. - Minimum of 10 years of progressive commercial leadership experience in strategic sales, business development, product management, or executive account management within an industrial, manufacturing, transportation, or capital equipment environment. - Demonstrated success identifying and winning complex, high-value sales opportunities through strategic customer engagement. - Experience leading executive-level negotiations and managing long sales cycles involving multiple stakeholders and decision-makers. - Proven history of growing market share while maintaining disciplined pricing and profitability. Requirements - Demonstrated ability to discover, develop, and convert new business opportunities into long-term customer partnerships. - Exceptional executive relationship-building skills with the ability to establish trust and credibility across all levels of customer organizations. - Strong consultative selling capabilities focused on uncovering customer needs, solving complex business challenges, and delivering differentiated value. - Expertise in stakeholder analysis, organizational mapping, and influencing complex buying decisions. - Strategic thinker capable of translating market intelligence and customer insights into actionable commercial strategies. - Proven ability to communicate compelling value propositions that emphasize total cost of ownership, operational performance, and long-term customer value. - Executive presence with outstanding communication, presentation, negotiation, and influencing skills. - Strong financial and commercial acumen, including pricing strategy, contract negotiations, profitability management, and business case development. - Deep understanding of freight rail markets, railroad operations, leasing companies, shippers, and railcar manufacturing is highly preferred. - Ability to thrive in a dynamic, competitive environment while effectively managing multiple strategic priorities. - Strong analytical and market assessment skills with the ability to anticipate customer needs and emerging industry trends. - High degree of personal accountability, resilience, integrity, and a results-oriented mindset. - Proficiency in Microsoft Office Suite and Salesforce CRM. Benefits - Compensation range for this role is $200,000–$350,000 in total target earnings, including base salary, bonus, and commission opportunities.