Job Description

The Field Service Sales Representative will be responsible for growing sales of Friction Management (FM) consumables, equipment, services, spare parts, and environmental products with a focus on railroad contractors, non-class 1 freight, regional, short line, and industrial customers. Scope includes trackside and onboard FM products and services. Additional responsibility will include accomplishing this by enhancing and expanding existing customer relationships, attracting, and educating new prospects, and turning interested prospects into long-term customers.

Responsibilities (Essential Functions):

1. Work with regional DSO sales personnel in building strong relationships with existing and new customers. This will include regular visits to key customers in your region.
2. Educate customers on the benefits of Friction Management, leverage FM field service subject matter expertise.
3. Audit customer’s existing trackside or onboard FM program upon request.
4. Work with team (comprising of Commercial Manager, Inside Sales, DSO Sales, Product Management, Field Service, Field Applications, and Supply Chain) in developing and reviewing customer centric FM proposals.
5. Working closely with outside sales & commercial manager, take a leading role in managing the customer relationship pertaining to friction management products & services. This includes ongoing follow-up with customers to ensure they are procuring parts, consumables, and services as needed.
6. Develop and maintain excellent knowledge of LBF products and services.
7. Maintain knowledge and pricing information of competitive products and prices.
8. Assist commercial manager & outside sales in the development and execution of annuals sales plans for your respective region of focus (DSO). This includes identifying target customers and revenue targets, monitoring progress, and contributing to sales forecasting.
9. Identify new customers, make contact, and communicate LB Foster’s FM product & service offerings generating new business opportunities. Schedule site visits for FM assessments
10. Attend various industry trade shows and conferences representing LB Foster with purpose to generate new leads and opportunities.
11. All other duties as assigned.

Experience, Education, & License Requirements:

• Minimum four years of friction management field service experience with solid grounding in FM product and field service knowledge.
• Valid DOT driver’s medical examination card or ability to obtain this medical card
• Current E-Railsafe, TWIC, and Roadway Worker Protection (RPT) certification for applicable client railways, plus other customer-based training as required to access work sites

Skills & Abilities:

• Able to articulate customer’s needs in the development of FM proposal
• Proficient in MS Office software applications, Visual ERP system, and CRM
• Ability to promote first-class public relations with internal and external stakeholders
• Strong customer centric focus
• Strong written and communication skills
• Willing to champion customer needs internally at LB Foster
• Excellent people skills
• Ability to work overtime including evenings and weekends when required
• Domestic travel required, up to 75%
• Eastern USA Based, but available to travel the entire continental USA as needed
• Represent LB Foster with professionalism at key industry events & conferences

Competencies:

• Planning
• Problem Solving
• Customer Focus
• Peer Relationship
• Ethics & Values
• Integrity & Trust
• Composure
• Adaptability/Flexibility
• Listening
• Creativity
• Self-Knowledge
• Informing