Business Segment Manager - Rail

MOVING YOUR WORLD by focusing on your success:  

FUCHS offers a challenging and rewarding working environment where employees are encouraged to develop and grow.  We stand behind our core values: trust, creating value, respect, reliability, and integrity. Ours is a culture that fosters creativity and empowerment, values work/life balance, and gives you the freedom to excel. At FUCHS we aim to nurture your capabilities, ideas and career.  

Salary:

FUCHS offers a competitive salary commensurate with experience in a similar position. The salary range for this position is $140,000 - $160,000 per year, as well as additional sales and company incentives, but actual salary will vary depending upon a new hire’s experience and qualifications, as well as internal equity.

Your Responsibilities: 

We are seeking a highly motivated Business Segment Manager to drive growth across the North American railway market, including freight, infrastructure, passenger rail and related industries such as bridge construction/wire rope. This strategic role will develop and manage major key accounts, identify new business opportunities, and collaborate closely with the global Railway team. The position will translate customer and market insights into differentiated value propositions, product and service priorities, effective pricing strategies, and sustainable growth initiatives while strengthening collaboration among Sales, Product Management, Marketing, and local affiliates. The Business Segment Manager for the Global Business Segment Railway will report to the Manager of Business Segments within the FUCHS Specialty Division. 

Key responsibilities will include: 

• Develop and execute the North American commercial strategy for the Global Business Segment Railway, aligned with global priorities and regional market needs 

• Define compelling, application-specific value propositions for passenger rail, freight, infrastructure, and related markets 

• Drive profitable segment growth through direct sales, distribution partnerships, strategic account management, cross-selling, and new business development 

• Develop and manage relationships with national key accounts and OEMs, expanding existing business while identifying, pursuing, and closing new opportunities 

• Prepare customer proposals, technical documentation, tender responses, and commercial recommendations 

• Coordinate product trials and evaluations and provide technical recommendations in partnership with customers, sales engineers, and internal technical teams 

• Partner with Product Management to define and prioritize product and service roadmaps based on customer requirements, market feedback, and growth potential 

• Analyze market intelligence, competitive activity, and pricing trends to recommend effective market positioning and pricing strategies 

• Collaborate with FUCHS sales teams and distributor partners to increase market penetration and deliver a consistently high level of customer service 

• Train and support FUCHS sales teams, distributors, and their representatives on railway applications, value propositions, and business-development strategies 

• Plan segment marketing initiatives with Marketing and represent FUCHS at trade fairs, industry events, and relevant associations 

• Deliver sales, forecast, and budget objectives while maintaining accurate opportunity pipelines and performance reporting 

• Collaborate with FUCHS Specialty teams across the Americas and with Head of Global Business Segment to advance strategic initiatives and develop international business opportunities 

• Travel approximately 50% with a few potential international trips in working with the Global Business Segement; convenient access to a major airport is required 

Qualifications we are looking for: 

• Bachelor’s degree in Business Administration, Industrial Engineering, or a related discipline 

• +5 years of B2B sales, business development, or market-development experience, preferably within the railway industry, specialty lubricants, or another technical, application-driven market 

• Demonstrated success developing major key accounts and working with global OEMs and other complex customer organizations 

• Strong commercial judgment, with the ability to identify opportunities, build compelling value propositions, and convert customer and market insights into profitable growth 

• Knowledge of tribology and lubricants is preferred 

• Self-motivated and results-oriented, with strong planning, prioritization, and time-management skills 

• Excellent verbal, written, and interpersonal communication skills, with the ability to influence and collaborate across functions, cultures, and organizational levels 

• Ability to work independently, collaborate effectively within a matrix organization, and manage a broad territory or market segment 

• Proficiency with CRM systems; Salesforce experience is preferred 

• Entrepreneurial, hands-on mindset with a passion for building markets, shaping business environments, and driving change