Director Sales & Marketing
About The Position
SUMMARY: The person in this position coordinates activities involved in marketing, sales, and new account development. He or she is the primary customer contact for small to medium accounts or companies new to rail transportation. Direct sales and marketing functions are the key activities in this position, along with the ability to perform sales administration and analytical activities and projects. A detailed knowledge of the customer base and transportation needs is required and necessary to develop action plans and coordinate company resources in fulfilling customer requirements and meeting assigned revenue targets.
Requirements
- Experience with Microsoft software, including Outlook, Excel, CRM, PowerPoint, and Word
- Development and experience with pricing, tariffs, and commercial regulations within the railroad industry
- Excellent quantitative skills
- Proven record of resourcefulness
- At least ten years of marketing management experience; five years of experience in the railroad industry preferred.
Nice To Haves
- Bachelor’s degree or equivalent; master’s degree in marketing, business, or logistics preferred.
Responsibilities
- Coordinate between railroad operations, customer service, and various commercial support groups to ensure excellent overall customer experience.
- Collaborate with customers to understand book of business, market share and seek solutions to grow business.
- Work with internal Commercial Groups, National Accounts, Industrial Development and Real Estate teams to secure new business and grow current customer base.
- Prepare annual revenue and carload budgets, analyze variances, and provide market analysis to senior leadership.
- Negotiate rates with customers and revenue divisions with connecting carriers.
- Maintain pricing administration and related documentation processes, ensuring that valid prices are in place and available to all parties who may require them.
- Assist in resolving pricing, assessorial, and payment-related disputes.
- Develop and maintain strong working relationships with customers, as well as with pricing, marketing, and operations representatives from partner and connecting railroads.
- Review, update, and thoroughly understand railroad tariff documents.
- Manage other projects and perform other duties as assigned.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Number of Employees
1,001-5,000 employees
