Director, Loco Aftermarket

Progress Rail

La Grange, Illinois

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JOB DETAILS

SKILLS

Cash Flow, Caterpillar Equipment, Contract Management, Cross-Functional, Customer Relations, Digital Art, Executive Relationships, Finance, Financial Operations, Green Business, Leadership, Leading Edge Technology, Legal, Management Strategy, Market Share, Market Trend Analysis, Materials Management, Performance Metrics, Pricing, Product Development, Product Engineering, Product Management, Product Pricing, Product Support, Profit & Loss, Revenue Growth, Risk, Sales Management, Strategic Accounts, Strategic Planning, Supply Chain Management, Supply Chain Operations, Total Cost of Ownership, Truck Driver, Vehicle Fleets

LOCATION

La Grange, Illinois

POSTED

15 days ago

PRS Facility Location
EMD HQ LaGrange, IL - 400
Job Purpose
This is a critical senior leadership role responsible for driving the commercial strategy, growth, and profitability of the Services and Aftermarket business across the locomotive portfolio. The VP of Services & Aftermarket Commercial will lead the development and execution of integrated commercial strategies spanning parts, overhauls, services contracts, and lifecycle solutions to maximize customer value and long-term recurring revenue.
The ideal candidate is an externally focused, strategic, and commercially rigorous leader who can balance growth, profitability, and risk while building strong customer partnerships. This role requires deep collaboration across product management, operations, finance, legal, and service organizations to ensure that commercial commitments translate into successful execution and sustainable business outcomes.
Req ID
12061BR
Company Description
Progress Rail stands at the intersection of legacy and innovation-driving the future of rail with a pioneering spirit. Since its founding in 1983, the company has grown to become one of the world's largest and most trusted providers of railroad products, services, and technologies. Today, Progress Rail delivers a comprehensive portfolio of cost-effective solutions to railway customers around the globe. From the rails themselves to the EMD® locomotives that ride them, the company's products are in operation across more than 100 countries-powering progress and connecting communities. In 2006, Progress Rail joined Caterpillar Inc., further strengthening its ability to lead the rail industry with cutting-edge technology, unmatched expertise, and a commitment to excellence. At Progress Rail, the team is not just building the future of rail-they are making history every day.
Education / Training
• Bachelor's degree required (Business, Engineering, or related field)
• MBA or advanced degree preferredJob Title
Vice President - Services & Aftermarket Commercial
City
La Grange
Key Job Elements
Commercial Strategy & Growth
• Define and execute the commercial strategy for Services and Aftermarket, including parts, service agreements, overhauls, upgrades, and digital/ART offerings.
• Drive profitable revenue growth across the installed base through lifecycle solutions, contract expansion, and new service offerings.
• Establish clear pricing strategies, value propositions, and deal frameworks aligned with Total Cost of Ownership (TCO) and customer outcomes.
• Build and manage strategic account commercial plans to strengthen long-term partnerships and backlog quality.
Contracts & Deal Governance
• Lead the commercial structuring of major service agreements (MSAs), long-term fleet contracts, and complex aftermarket deals.
• Ensure disciplined deal evaluation, balancing growth, margin, risk exposure, and execution feasibility.
• Partner with Legal, Finance, and Operations to standardize contract frameworks and governance processes.
• Improve upstream commercial rigor to prevent downstream execution and profitability challenges.
Customer Engagement & Market Leadership
• Serve as a senior commercial interface partner with key account managers for Class I railroads, regional and international operators for the assigned region.
• Build strong executive-level relationships and position the organization as a trusted lifecycle partner.
• Translate customer needs, fleet performance data, and market trends into actionable commercial strategies.
• Champion customer-centric solutions that enhance reliability, availability, and lifecycle cost performance.
Cross-Functional Alignment
• Partner closely with Key Account Managers, Services Operations, Supply Chain, Product Management, and Engineering to ensure alignment between commercial commitments and delivery capability.
• Integrate commercial strategy with fleet performance, reliability initiatives, and materials management.
• Support development of aftermarket product offerings, modernization programs, and new service solutions.
Financial Performance & Accountability
• Own commercial performance metrics including:
o Aftermarket revenue and growth
o Service contract margin and profitability
o Backlog quality and sustainability
o Pricing realization and win-rate effectiveness
• Drive operational and commercial discipline to improve margin expansion and cash flow.
Organization & Capability Building
• Build and lead a high-performing commercial team across regions and accounts.
• Develop commercial capabilities including pricing, contract management, deal modeling

About the Company

Progress Rail

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