Vice President - Services & Aftermarket Commercial

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. 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 aftermarket revenue and growth, service contract margin and profitability, backlog quality and sustainability, 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, and account strategy. Foster a culture of accountability, rigor, and customer‑back thinking. Education / Training Bachelor’s degree required (Business, Engineering, or related field) MBA or advanced degree preferred Qualifications And Experience 15+ years of experience in services, aftermarket, commercial leadership, or P&L roles in rail, heavy equipment, or industrial sectors Proven track record of driving aftermarket growth, contract structuring, and lifecycle business models Strong commercial acumen with experience in pricing, deal negotiation, and contract governance Demonstrated ability to lead complex, cross‑functional initiatives in a global organization Experience managing large customer relationships and influencing senior stakeholders Preferred Experience Deep knowledge of locomotive services, fleet operations, and aftermarket ecosystems Experience with long‑term service agreements, overhaul programs, and recurring revenue models Strong understanding of customer operations, reliability, and lifecycle cost drivers Leadership Profile Strategic thinker with strong business judgment and financial discipline Customer‑focused leader with executive presence and communication strength Able to challenge assumptions and drive rigor while maintaining collaboration Results‑driven with a bias toward action and accountability Impact of Role Increasing recurring revenue and backlog quality Strengthening customer relationships and retention Improving commercial discipline and deal quality Aligning strategy with execution across the lifecycle business Essential And Physical Activities Functions Strength – Position involves work in a standard office environment. Constant sitting. Rare standing, walking. Rare lifting. Motion – Position requires standard repetitive motions and hand/eye coordination associated with normal office communications. Vision/Hearing Requirements – Required to use computer, read, and interpret orders, and communicate effectively with internal and external customers on the phone; frequent communications, including both talking and hearing. Work Environment – Position will typically be located in an office environment. Emotional Demands – Required to liaise with multiple levels within the organization, including senior leaders, managers, and production workforce; must be well‑spoken, able to manage multiple priorities and individual requests daily, with professional and supportive attitude. Safety – Position is primarily limited to general office safety requirements. Safety requirements may change based on field work and would require the use of all relevant PPE and follow safety protocols. The preceding description is not designed to be a complete list of all duties and responsibilities required of this position. Benefits Competitive Salary 401(k) plan with up to 6% company match (no waiting period with immediate vesting) Medical/Dental/Vision/Life/Disability Insurance Supplemental Accident, Critical Care, and Hospital Insurance available along with an HDHP and HSA with seed money Flexible Spending Accounts Paid Vacation Paid Holidays Paid Time‑Off (PTO) Employee Assistance Plan Education Assistance Program Employee Recognition Programs Site specific Production and Incentive Plans Site specific Step and Skill Level Wage Adjustment Plans Site Specific Relocation and Sign‑on Bonus Programs Benefits eligibility varies by job position, full‑time/part‑time and regular/temporary status. The provisions of the plan documents control such benefits. Subject to position, eligibility, and plan guidelines. Pay Range: $150,000 - $265,000 EEO Progress Rail is an Equal Opportunity Employer, including Veterans and Individuals with Disabilities. #J-18808-Ljbffr Progress Rail, A Caterpillar Company