Inside Sales Manager - Aftermarket

Company Description Harsco is recognized for technical leadership and worldwide experience in virtually all major aspects of railway track maintenance. We enable railroads to operate at peak efficiency over smooth, precisely aligned track that increases railway safety while reducing fuel consumption and other key operating costs. Our broad array of equipment and services support every type of railway operator, from major national and international railway systems, to short lines and high-speed urban transit networks.

Job Description The Inside Sales Manager, Aftermarket is a results-driven commercial leader responsible for transforming Harsco Rail's inside sales organization from a primarily reactive, transactional sales function into a proactive, customer-focused, revenue-generating team.

The primary responsibility of this position is to drive sustainable behavioral change within the existing sales organization by establishing structured sales processes, implementing consistent customer follow-up procedures, developing employee selling capabilities, and creating a culture of commercial accountability.

This position will focus on maximizing the effectiveness of existing personnel, improving quotation conversion, increasing proactive customer engagement, recovering lost business, and identifying incremental aftermarket revenue opportunities across Harsco Rail's established customer base.

The Inside Sales Manager will work closely with the Director, Aftermarket Sales, outside sales representatives, customer service, and operations to establish a coordinated commercial approach that strengthens customer relationships, improves sales execution, and expands aftermarket market share.

Success in this position will require a hands-on leader capable of challenging established behaviors, coaching employees through organizational change, and implementing measurable performance standards that translate sales activities into profitable revenue growth.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Management, or a related field, or equivalent combination of education and relevant commercial leadership experience.
• 5+ years of experience in inside sales, aftermarket sales, industrial distribution, customer development, or commercial management.
• Demonstrated success leading sales teams, improving commercial performance, and implementing structured sales processes.
• Experience driving organizational change and transitioning teams from reactive customer service activities toward proactive sales engagement.
• Proven ability to develop employees through coaching, performance management, and accountability.
• Experience establishing quotation follow-up procedures, sales activity standards, and pipeline management processes.
• Working knowledge of industrial aftermarket sales, replacement parts, customer purchasing behavior, and competitive pricing dynamics preferred.
• Proficiency with Microsoft Office, CRM systems (e.g., Salesforce or similar), and sales performance reporting tools.
• Strong analytical, organizational, communication, and problem-solving capabilities.
• Ability to collaborate effectively across outside sales, customer service, operations, supply chain, and commercial leadership.
• Railroad, rail transit, industrial capital equipment, or aftermarket experience strongly preferred.

Core Competencies

• Sales leadership and behavioral transformation
• Coaching, employee development, and performance management
• Proactive selling and commercial ownership
• Process development and disciplined execution
• Customer focus and relationship building
• Accountability and drive for results
• Sales pipeline and opportunity management
• Data-driven decision-making
• Cross-functional collaboration
• Continuous improvement and operational efficiency
• Strategic thinking and problem-solving
• Adaptability, integrity, and change leadership

Additional Information This job description is intended to describe the general nature and level of work being performed by employees assigned to this position. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications required.