Senior Director of Sales- Repair

Job Summary

The Sr. Director, Commercial – Repair is responsible for developing and executing the commercial strategy for AITX’s railcar repair business. This role is accountable for the total commercial volume required to optimize utilization of the repair network, measured in cars inducted, shop days sold, and capacity utilization, as well as for repair revenue and margin. It leads efforts to grow the business across both third-party customers and AITX’s lease fleet, expand and strengthen strategic customer relationships, identify new market opportunities, and match commercial demand to the capabilities and capacity of every shop.

Working closely with Repair Operations, Account Management, Finance, and other Repair business leaders, the Sr. Director translates market and customer insights into actionable sales strategies that support profitable growth and long-term business objectives. The role serves as the senior commercial partner for key customers and, where the organizational structure includes direct reports, leads the repair commercial team, providing leadership around market positioning, pricing strategy, opportunity development, forecasting, and major customer pursuits.

• Own accountability for the total commercial volume required to fully load the repair network, measured by cars inducted, shop days sold, and capacity utilization by shop and region.
• Develop and execute the commercial strategy for AITX’s railcar repair business in alignment with the growth and profitability objectives of the Repair business and the enterprise.
• Establish annual and long-term repair commercial objectives, including volume commitments by shop and region, revenue and margin targets, customer growth priorities, market development opportunities, and strategic account plans.
• Identify opportunities to expand AITX’s repair business through new customers, additional service offerings, geographic opportunities, and increased share of existing customer spend.
• Develop and maintain strong relationships with key customer decision-makers and senior stakeholders, serving as a strategic commercial partner and trusted resource.
• Lead commercial strategy for significant customer opportunities, RFPs, proposals, contract discussions, and other major pursuits.
• Share joint accountability with Repair Operations leadership for network loading and capacity fill, including redirecting demand toward underutilized shops, closing gaps between booked volume and available capacity, and aligning the commercial mix with operational capability and profitability expectations.
• Develop a strong understanding of customer fleet strategies, repair requirements, business objectives, and emerging needs to identify opportunities for AITX to provide differentiated solutions.
• Monitor railcar repair market conditions, customer trends, competitive activity, regulatory developments, and other factors that may influence demand or commercial strategy.
• Develop market and competitive intelligence to inform business development priorities, pricing decisions, customer strategies, and investment opportunities.
• Establish and maintain a disciplined sales pipeline and forecasting process, providing visibility into opportunities, expected revenue, customer activity, and potential risks.
• Evaluate sales performance and market results against established objectives and recommend adjustments to commercial strategy as needed.
• Collaborate with Repair Operations, Account Management, Finance, and Marketing to develop coordinated customer strategies and ensure effective execution of commercial commitments.
• Partner with the lease fleet Sales team to capture repair and maintenance volume from AITX’s owned and managed fleet, coordinating program work, compliance…