Manager Short Line Development - Commercial Sales

CSX • Jacksonville, FL

21d

About The Position

The Manager, Short Line Development (Commercial Sales) drives commercial growth, strengthens strategic partnerships, and supports service performance across CSX's short line railroad network. The role serves as a commercial liaison between CSX and assigned short line partners, coordinating with Sales, Marketing, Operations, Industrial Development, Customer Service, and other stakeholders to identify opportunities, develop customer relationships, increase carload volume, and deliver value for shared customers.

This is an execution-oriented Manager-level role focused on advancing commercial growth initiatives, supporting customer development, facilitating joint selling, strengthening partner engagement, and promoting service excellence. Broader strategic, policy, or executive-level matters are escalated to leadership as appropriate.

Requirements

• Bachelor's degree in Business, Marketing, Logistics, Supply Chain, Transportation, or a related field, or equivalent professional experience.
• 3–5 years of experience in business development, sales, freight rail, transportation, logistics, supply chain, customer service, or commercial operations.
• Working knowledge of railroad operations, interchange processes, customer service, and commercial business processes.
• Demonstrated ability to build productive relationships with customers, partners, and cross-functional stakeholders.
• Experience supporting customer growth initiatives, strategic partnerships, account management, or business development activities.
• Strong analytical and problem-solving skills, with proficiency in Excel, reporting platforms, and data visualization tools.
• Excellent verbal and written communication skills and the ability to engage effectively with customers, partners, and senior leaders.
• Ability to manage multiple priorities and work independently in a fast-paced environment.
• Commercial acumen, including understanding of transportation pricing, customer economics, revenue growth drivers, and market opportunities.
• Ability to identify, qualify, and advance customer growth opportunities.
• Ability to connect market trends, customer needs, and network capabilities into actionable growth strategies.
• Commitment to delivering solutions that create value for partners and customers.
• Strong interpersonal and collaboration skills for working across teams and with external stakeholders.
• Ability to gain stakeholder alignment and advance mutually beneficial outcomes through negotiation and influence.
• Ability to adapt to changing priorities, market conditions, and service challenges, with a focus on measurable commercial and operational results.

Nice To Haves

• 5–7 years of experience in business development, sales, freight rail, transportation, logistics, supply chain, customer service, or commercial operations.
• Experience working with short line railroads, Class I railroad partners, rail-served customers, or industrial development organizations.
• Familiarity with rail pricing, industrial development, customer pipeline management, joint selling processes, and commercial strategy development.
• Experience conducting customer-facing sales activities and supporting revenue growth initiatives.
• Experience using data, dashboards, reporting tools, and performance metrics to support commercial and operational business decisions.

Responsibilities

• Identify, develop, and advance growth opportunities across assigned short line partnerships.
• Work with Sales, Marketing, Industrial Development, and short line commercial teams to grow existing business, retain customers, secure new business, and advance truck-to-rail conversions.
• Develop and execute joint selling strategies that use the combined capabilities of CSX and short line partners.
• Identify prospective rail-served customers, expansion opportunities, and industrial development projects to support customer pipeline development.
• Facilitate customer engagement, partner sales calls, and business development discussions.
• Track commercial pipelines and update stakeholders on opportunity progression, barriers, and required actions.
• Assist in developing business cases, growth strategies, and market assessments supporting network expansion and increased carload volume.
• Build productive working relationships with assigned short line partners and serve as a primary commercial coordination, business development, and operational collaboration contact.
• Develop relationships with short line commercial and operational leadership and facilitate regular communication between internal teams and partners.
• Support partnership initiatives that improve collaboration, market positioning, and the value of the CSX-short line network.
• Promote a “One Customer, One Solution, One Experience” approach for shared customers and growth opportunities.
• Monitor interchange performance, service trends, and partner feedback affecting customer experience and business growth.
• Work with Operations, Customer Service, and short line representatives to address service issues and improve network fluidity.
• Support use of KPIs, dashboards, reports, and other tools to provide visibility into service performance, customer impacts, and partner needs.
• Identify process improvements that enhance service consistency, accountability, customer confidence, and long-term growth.
• Collaborate with internal and external stakeholders to ensure service performance supports commercial commitments and customer expectations.
• Participate in short line partner meetings, customer visits, industry events, caucuses, and conferences as appropriate.
• Support engagement with industry organizations and trade associations, including ASLRRA-related activities when needed.
• Monitor short line priorities, market trends, customer needs, emerging industry issues, and competitive dynamics, and share relevant intelligence with internal stakeholders.
• Represent CSX professionally while reinforcing partnership, collaboration, and growth objectives.
• Assist in coordinating responses to service disruptions, network events, or partner-related issues affecting customers.
• Support contingency planning and communications to minimize customer impact and business disruption.
• Escalate risks, recurring issues, commercial obstacles, and strategic concerns to leadership with recommendations and supporting information.
• Coordinate actions across internal departments and short line partners to resolve customer concerns.

Benefits

• Annual bonus opportunity in addition to base salary.
• Competitive compensation and a comprehensive benefits package.
• Health plans, wellness programs, and customizable coverage options supporting financial, physical, emotional, and social well-being.
• Opportunities for development and growth throughout a career.
• Commitment to providing the safest work environment possible.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager