Senior Commercial Manager

Who We Are…

At L.B. Foster, our culture reflects our passion for integrity, accountability and safety.  We have a long history of providing a safe workplace for our employees, striving to be good stewards for the environment and establishing strong and respectful relationships with our customer and communities.  These fundamentals have provided the foundation upon which we have managed our business for more than a century.

We continue to strengthen our culture with a focus on SPIRIT.  Within the company lies a spirit of teamwork and innovation that drives a culture around continuous improvement and high performance.

S – Safety

P – People

I – Integrity

R – Respect

I – Innovation

T – Teamwork

As a purpose-driven business, L.B. Foster looks to combine financial success with social and environmental responsibility.  By integrating purpose into our business model, strategies and operations we strive to create a more sustainable, equitable and prosperous world. 

We innovate to solve the worlds most complex infrastructure problems. 

• Rail Solutions our end-to-end critical engineering solutions fulfill an essential role in maintaining the safe and reliable operation of railroad networks around the world.
• Infrastructure Solutions – we are experts in the design, manufacture and deployment of advanced technologies that positively impact the built environment.

To learn more about our innovation to solve global infrastructure challenges, visit https://www.lbfoster.com/en

Who You Are…

The Commercial Manager is responsible for maximizing the financial performance and driving growth of Friction Management (FM) products and services within an assigned market segment. This role owns revenue and margin performance and leads strategic planning, market analysis, forecasting, value proposition development, bid and contract management, and cross‑functional team leadership.

The Commercial Manager also provides commercial support to LB Foster outside and inside sales, Product Management, Field Applications, Supply Chain, and Senior Management for products and services within the Rail Technologies group.

 What Do You Need….

• Minimum 5 years of experience working with Friction Management products and services with a concentration on product management, business development, and/or contract management.
• Minimum 10 years experience in the Rail industry.
• Bachelor’s degree from an accredited university required; advanced degree preferred.

Strategy & Market Leadership

• Define and lead short- and long-term strategic objectives for the assigned market segment.
• Develop sustainable, value‑adding product and solution strategies, including bundled products and services that leverage competitive advantages.
• Champion and communicate strategy across all relevant company functions.

Product, Value Proposition & Market Insight

• Maintain in‑depth knowledge of all FM products and services to identify new value‑adding features and applications.
• Focus on customer benefits and total value across the full value chain.
• Partner with product, service, and application managers to ensure required value‑adding features are reflected in product roadmaps.
• Develop and clearly articulate compelling value propositions for internal and external stakeholders.
• Build quantitative and qualitative business cases, including cost‑benefit analysis and sensitivity analysis.

Customer, Sales & Pricing Support

• Build and maintain strong relationships with key customers, vendors, and strategic partners.
• Maintain current knowledge of competitive offerings and pricing; provide pricing guidance and recommendations to management and sales.
• Provide commercial guidance to the sales team on customer issues in compliance with established Levels of Authority (LOA).
• Coordinate marketing and pricing strategies for FM products (in collaboration with the Estimator) within assigned geographic regions.

Bid, Contract & Operational Coordination

• Analyze customer RFQs, drawings, specifications, and historical performance to establish pricing aligned with division sales and margin objectives.
• Lead cross‑functional bid reviews to assess material and service requirements and supply capability, collaborating with Product Management, Supply Chain, Engineering, Operations, Field Service, and Field Applications.
• Coordinate with Supply Chain and Operations to determine manufacturing lead times fo