Responsible for accomplishment of sales goals and objectives in support of Cranemasters business.
Identify and develop opportunities to increase Cranemasters existing customer base and expand the
company’s business platform. Includes all areas of Cranemasters business (i.e. Car Repair, Load
Adjust, Bridge Span Replacement, Rerail Services, Track Services, Equipment Recovery, Crane/Heavy
Equipment rebuilds/maintenance, etc.)

Essential Functions:

1. Identifies and acts on opportunities to develop new customers in order to expand Cranemasters
business platform. Pursues potential opportunities as needed to close sales.
2. Creates and is accountable for client proposals, with approval of Director. Coordinates
development of proposals/quotes with Division Managers, Assistant Vice Presidents and other members
of the Executive Leadership Team as directed.
3. Maintains and expands relationships with current customers through participation in various
business and social functions.
4. Identifies new opportunities through network of business, local officials and governmental
agencies. Partners with network members in order to obtain mutually beneficial contract/work.
5. Responds to emergency derailments in order to further customer relationships and provide
support to field personnel, tends to details necessary to achieve timely and accurate billing at
the end of a given job and to extend network of railroad contacts.
6. Plans and organizes daily work activities in order to schedule calls on existing or potential
customers. Seeks assistance from other Cranemasters management as may be necessary.
7. Prepares weekly itinerary outlining activities, travel plans/destinations, customer contacts,
networking and sales/business development functions/events planned for the upcoming week ensuring
submission by close of business each Friday to the Director.
8. Provides a daily summary to the Director capturing relevant details of each days’ activities
to include customer names, locations/sites visited, opportunities discussed, plans for future
contact/follow-up and strategy for pursuing business relationships that will lead to an expanded
customer base and increased market share. Prepares analysis of sales/sales potential, sales
forecasts and other reports as maybe requested.
9. Monitors competition by gathering marketplace information on pricing, products, services,
service performance, etc.
10. Resolves customer complaints by investigating problems, developing solutions, preparing
reports, making recommendations to management and following-through until customer issue is
resolved. Understands client’s needs.
11. Maintains professional and technical knowledge by attending meetings, workshops, training,
utilizing professional publications, establishing personal/professional network and participation
in various trade associations.
12. Maintains the highest level of confidentiality with regard to Cranemasters proprietary
13. Other duties as assigned.

Required Travel: up to 75% in order to call on potential and existing customers.
Participation in networking and other social/business promotion events,
attend various meetings and visit job-sites. Much of travel is in the DFW region.

Required Skills and Experience:
1. Must have internal motivation for sales.
2. Demonstrated success in achieving sales goals, meeting customer demands, prospecting new
customers, and negotiating in a very competitive environment.
3. Must project self-confidence.
4. Must be proficient at working independently, prioritizing tasks and coping with stress
5. Solid communication skills in order to effectively utilize all forms of media (verbal,
written, email, presentations, etc…), and maintain consistent communication with Director, Division
Manager, Department Director and Dispatch as required.
6. Proven ability to complete reports and associated paperwork accurately and efficiently.
7. Computer skills including MS office, Outlook and other software programs.
8. Able to read, write and speak English.

Physical Demands:

1. Ability to answer phones in order to assist internal and external customers.
2. Walking / carrying / lifting items associated with normal office work (not to exceed 50 lbs.).
3. Ability to stand and work outside in all weather conditions.

Required Certifications and Licenses:

1. Valid Driver’s License and safe driving record.
2. High School Diploma or GED with at least 5 years of related work experience.

Qualifications

• Minimum of five years progressively responsible experience in sales/business development for railroad industry, trucking, or heavy construction. Diversified knowledge of Class 1 railroads and related services. Knowledge of D.O.T. and FRA regulations
• Inspired, goal-oriented professional with internal motivation for sales.
• Demonstrated success in achieving sales goals, meeting customer demands, prospecting new customers, and negotiating in a very competitive environment.
• Ability to prepare and deliver proposals for business opportunities with positive outcomes for service/delivery/quality/safety and profitability.
• Must be proficient at working independently and prioritize tasks.
• Excellent verbal and written communication skills to effectively articulate Cranemasters unique service offerings to customers and industry leaders.
• Proficient computer skills (including MS Office programs) and ability to learn additional software as required.
• Must project positive and professional image to customers, co-workers, work crews, and general public.
• Must possess a valid drivers’ license with good driving record; must reflect to total accumulation of no more than five negative points within the past three years, or a major violation within the past three years.
• Able to read, write and speak English.
• Must pass qualification tests as required (includes: ERail Safe and other training/safety programs).
• Must meet 24/7 availability to respond to emergency calls for service including weekends and holidays.

Physical Demands:

• Ability to answer phones to assist internal and external customers.
• Ability to stand, walk and work outdoors on uneven surfaces and in ballast; exposed to varying weather conditions.
• Working extended hours.
• Occasional bending, twisting, stooping.
• Lifting items associated with normal office work (not to exceed 50 lbs.).

• Cranemasters is a 24/7 emergency service provider to the railroad industry and as such, the Business Development Manager is subject to work outside of normal working hours including nights, weekends and/or holidays.