Vice President – Services & Aftermarket Commercial

About the role

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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

Qualifications

• 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: 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-driven with a bias toward action and accountability.