Railroad Manager of Marketing & Sales

Succession Planning for Railroads Investing in the Next Generation•Geneva, NY

8d•$95,000 - $115,000•Onsite

About The Position

Responsible for driving freight revenue growth, building strong customer relationships, and promoting the short line railroad’s services in local and regional markets. This multifaceted role combines sales, marketing, customer service, and operational coordination, reflecting the leanteam, community-focused nature of short line operations. Business Development & Sales Generate leads through networking, cold calls, and regular collaboration with Class I railroad partners. Identify and pursue new freight opportunities with local manufacturers, agricultural producers, transload operators, industrial parks, and prospective customers. Develop and maintain a pipeline log of opportunities; cross-sell accessorial services (e.g., storage, transloading). Prepare robust proposals, tailored rate packages, quotes, and service agreements. Work with Class I partners to establish competitive handling-line rates. Collaborate with local economic and industrial development boards to stay informed on rail-relevant projects and maintain stakeholder relationships. Account Management & Customer Relations Serve as primary point-of-contact, conducting regular calls, visits, check-ins, and business reviews. Understand customer shipping needs, loading capabilities, and facility constraints. Coordinate with operations to resolve service issues promptly, align switching schedules, manage car supply, and ensure high satisfaction. Review accounts for accuracy; support Finance/Accounts Receivable with revenue statements, forecasting, and invoice resolution. Maintain up-to-date customer records and ensure contracts (track leases, accessorial services) are current annually. Provide market intelligence to inform capital planning, expansions, and infrastructure investments. Marketing & Analysis Develop marketing materials showcasing capabilities, transload options, and Class I connections. Analyze carload trends, commodity flows, lane profitability, and revenue performance to guide pricing and forecasting. Other Duties Participate in weekly/monthly operations meetings to communicate customer requirements. Additional duties as assigned. Knowledge & Skills Strong understanding of freight logistics, short line operations, Class I interchange processes, rail tariffs, carload commodities, demurrage, and car hire. Excellent communication, negotiation, relationship-building, and influencing skills. Analytical thinking, business acumen, project management, multi-tasking, and prioritization abilities. Proficiency in Microsoft Office (Word, Excel, PowerPoint) and data analysis; experience with rail transportation management software. Education & Experience Bachelor’s or Master’s degree preferred (equivalent experience accepted). Background in freight transportation, logistics, or industrial B2B sales. Performance & Metrics Growth in carload volume and customer base. High customer satisfaction and reliable service. Effective coordination with operations and Class I partners. Physical Environmental Requirements Frequent business travel (client locations, site visits, conferences; may include overnights). Limited lifting (up to 15 pounds) for office equipment/files. Keyboard dexterity. Primarily office-based; PPE (e.g., safety glasses) required for railroad/industrial site visits.

Requirements

Strong understanding of freight logistics, short line operations, Class I interchange processes, rail tariffs, carload commodities, demurrage, and car hire.
Excellent communication, negotiation, relationship-building, and influencing skills.
Analytical thinking, business acumen, project management, multi-tasking, and prioritization abilities.
Proficiency in Microsoft Office (Word, Excel, PowerPoint) and data analysis; experience with rail transportation management software.
Frequent business travel (client locations, site visits, conferences; may include overnights).
Limited lifting (up to 15 pounds) for office equipment/files.
Keyboard dexterity.
Primarily office-based; PPE (e.g., safety glasses) required for railroad/industrial site visits.

Nice To Haves

Bachelor’s or Master’s degree preferred (equivalent experience accepted).
Background in freight transportation, logistics, or industrial B2B sales.

Responsibilities

Generate leads through networking, cold calls, and regular collaboration with Class I railroad partners.
Identify and pursue new freight opportunities with local manufacturers, agricultural producers, transload operators, industrial parks, and prospective customers.
Develop and maintain a pipeline log of opportunities; cross-sell accessorial services (e.g., storage, transloading).
Prepare robust proposals, tailored rate packages, quotes, and service agreements.
Work with Class I partners to establish competitive handling-line rates.
Collaborate with local economic and industrial development boards to stay informed on rail-relevant projects and maintain stakeholder relationships.
Serve as primary point-of-contact, conducting regular calls, visits, check-ins, and business reviews.
Understand customer shipping needs, loading capabilities, and facility constraints.
Coordinate with operations to resolve service issues promptly, align switching schedules, manage car supply, and ensure high satisfaction.
Review accounts for accuracy; support Finance/Accounts Receivable with revenue statements, forecasting, and invoice resolution.
Maintain up-to-date customer records and ensure contracts (track leases, accessorial services) are current annually.
Provide market intelligence to inform capital planning, expansions, and infrastructure investments.
Develop marketing materials showcasing capabilities, transload options, and Class I connections.
Analyze carload trends, commodity flows, lane profitability, and revenue performance to guide pricing and forecasting.
Participate in weekly/monthly operations meetings to communicate customer requirements.
Additional duties as assigned.