Sr. Vice President of Sales

At Greenbrier, we do the hard work that matters. The Greenbrier Companies (NYSE:GBX) is powering the movement of products around the world as a leading designer, manufacturer and supplier of freight rail transportation equipment and services.

Greenbrier’s heritage of hard work and industrial innovation is celebrated at every level of our organization. We structure our business to support teams that deliver innovative solutions for our customers while positively impacting the world around us.

Greenbrier’s success begins with people. We believe in supporting our global workforce through our unwavering attention to Safety, Quality, Respect for People and Customer Satisfaction. Our IDEAL commitment is rooted in these values, which promotes Inclusion, Diversity, Equity, Access, and Leadership, creating a culture where employees are fulfilled and feel good about coming to work every day. A diverse, qualified, and engaged talent base is the key to our success.

Summary

The SVP of Sales will lead the sales strategy and execution for the organization, ensuring that sales results are meeting or exceeding established targets. This role involves setting clear sales goals, developing sales plans and managing a team of salespeople to achieve those goals. The SVP will foster strong relationships with key clients and stakeholders. The SVP will work closely with executive leadership to align sales efforts with overall business objectives.

Duties and Responsibilities

To perform this job successfully, an individual must be able to perform the following essential duties satisfactorily. Other duties may be assigned to address business needs and changing business practices.

1. Develop Sales Strategy:

• Establish a comprehensive strategic sales plan that covers Greenbrier’s portfolio of products and services across our businesses; Railcar Leasing and Sales, Maintenance, Management Services, and Parts that align with the company goals and objectives.
• Set and monitor ambitious sales targets, both short-term and long-term.

2. Team Leadership and Development:

• Build, manage, and mentor a high-performing sales team, setting clear objectives and fostering professional growth.
• Develop team capabilities and optimize sales team structure to ensure effective sales coverage.

3. Revenue Growth:

• Drive revenue growth by expanding market share and identifying new business opportunities.
• Develop strategies to penetrate key markets and increase customer base and retention rates for long-term business growth.
• Grow recurring revenues to support corporate goals.

4. Sales Process Optimization:

• Create, standardize, and continually improve sales processes to increase efficiency and effectiveness.
• Utilize CRM and analytics tools to track performance, forecast sales, and identify areas for improvement.

5. Client Relationship Management:

• Cultivate strong relationships with key clients and partners to enhance customer satisfaction and loyalty.
• Act as a senior-level contact for major customers and clients, handling negotiations and resolving escalated issues.

6. Collaboration with Leadership:

• Collaborate with cross-functional teams, including marketing, product development, customer service, engineering, leasing and management services, to align sales efforts with overall business strategies.
• Provide thorough insights and well thought out recommendations to executive leadership based on market trends and customer feedback.
• Collaborate with Manufacturing regarding production schedule
• Partner with Product Development, Engineering and Marketing to expand product offerings.

7. Financial Acumen and Budget Management:

• Oversee the sales budget, ensuring resources are allocated effectively to meet sales objectives.
• Monitor financial metrics, including revenue, profit margins, and sales ROI, to ensure financial targets are met.
• Provides support and oversight for budget development and performance analysis.

8. Market Analysis and Adaptation:

• Analyze market trends, competitive landscape, and industry changes to keep the sales strategy relevant and proactive.
• Adjust sales strategies to respond to changing market conditions, customer demands, and competitor actions.

Qualifications

The following generally describes requirements to successfully perform the assigned duties.

Minimum Qualifications

• Bachelor’s degree in Business, Marketing, or a related field (MBA or equivalent preferred).
• Proven experience as a VP or SVP of Sales, with a track record of meeting or exceeding revenue targets.
• Must have 10 years of Leasing experience
• Must have 15+ years of sales experience working in freight, rail, or the transportation industry.
• A well-developed understanding of customers and dynamics of the rail industry.
• Strong leadership skills, with the ability to communicate, motivate, actively listen and invest in all members of the Sales team to drive high performance within a sales organization.
• Exceptional strategic thinking and problem-solving abilities.
• Proven ability to manage outcomes through influence of multiple senior stakeholders both internally and externally.
• Excellent communication, presentation, and interpersonal skills.
• Experience in all aspects of the budget process.
• Proficient in sales CRM software, analytics tools, and performance tracking metrics.

Work Environment and Physical Requirements

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Lake Oswego, Oregon, with travel

Physical Activities and Requirements 

Frequency Key

Not Applicable: Activity is not applicable to this occupation

Occasionally: Occupation requires this activity up to 33% of the time (0- 2.5+ hours/day)

Frequently: Occupation requires this activity from 33% - 66% of the time (2.5- 5.5+ hours/day)

Constantly: Occupation requires this activity more than 66% of the time (5.5+ hours/day)

Working Postures

• Sit: Frequently
• Stand: Occasionally
• Walk: Occasionally
• Bend: Not Applicable
• Kneel/Squat: Not Applicable
• Crawl: Not Applicable
• Climb: Not Applicable
• Reach Forward: Occasionally
• Reach Upward: Not Applicable
• Handling/Fingering: Frequently

Lift / Carry Requirements

• 5-10 lbs: Not Applicable
• 10-25 lbs: Not Applicable
• 25-50 lbs: Not Applicable
• 50-75 lbs: Not Applicable
• 75+ lbs: Not Applicable

Push / Pull Requirements

• Up to 10 lbs: Not Applicable
• 10-25 lbs: Not Applicable
• 25-50 lbs: Not Applicable
• 50-75 lbs: Not Applicable
• 75+ lbs: Not Applicable

EOE including Vet/Disability

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Greenbrier makes reasonable accommodations in the application and hiring process for individuals with known disabilities, unless providing accommodation would result in an undue hardship. Any applicant believing that he or she may need reasonable accommodation for any part of the application and hiring process should contact Greenbrier Human Resources at careers@gbrx.com or call us at 503-684-7000.
 
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Email communication from The Greenbrier Companies (Greenbrier) will always come from a corporate email address that ends in @gbrx.com or from our applicant tracking system, iCIMS, after you have created a secure account and submitted your application. During the application process, you will create a secure account in our secure applicant tracking site that ends with “-gbrx.icims.com”. In this portal, we will ask you to provide your contact information, past employment history, education history and other job-related information.