Sr. Director Commercial Development

R.J. Corman Careers • Nicholasville, KY

23h

About The Position

Accountability: The role is responsible for leading strategic growth initiatives, generating new business, and managing commercial relationships within the industrial switching and short-line rail operations market. Responsibilities: Drive revenue expansion by identifying new industrial customers, developing tailored rail switching solutions, negotiating long-term agreements, and partnering cross‑functionally to ensure operational excellence and customer satisfaction. Lead negotiations for switching contracts, mechanical service agreements at switching sites, service‑level commitments, and long‑term commercial arrangements. Maintain strong relationships with all industrial switching customers, responding proactively to emerging needs, operational changes, and business challenges. Utilize CRM to manage the sales pipeline including lead generation, business contacts, sales opportunity management, cross-sells, and new contracts or renewals for revenue growth. Meet or exceed annual sales goals by awarding opportunities in the sales pipeline. Partner closely with legal, finance, and operations teams to structure agreements that balance customer value with organizational profitability. Comply with reporting procedures for regular and periodic sales performance reporting. Maintain regular communications with Railroad Commercial Development leadership to facilitate business updates. Attend staff meetings as required. Attend industry-related conferences or seminars. Other duties as assigned.

Requirements

• Four-year degree.
• 8+ years sales and/or marketing experience within railroad industry.
• Intermediate level personal computer application skills, including business and sales presentation applications.
• Demonstrated management, entrepreneurial and leadership skills

Responsibilities

• Drive revenue expansion by identifying new industrial customers, developing tailored rail switching solutions, negotiating long-term agreements, and partnering cross‑functionally to ensure operational excellence and customer satisfaction.
• Lead negotiations for switching contracts, mechanical service agreements at switching sites, service‑level commitments, and long‑term commercial arrangements.
• Maintain strong relationships with all industrial switching customers, responding proactively to emerging needs, operational changes, and business challenges.
• Utilize CRM to manage the sales pipeline including lead generation, business contacts, sales opportunity management, cross-sells, and new contracts or renewals for revenue growth.
• Meet or exceed annual sales goals by awarding opportunities in the sales pipeline.
• Partner closely with legal, finance, and operations teams to structure agreements that balance customer value with organizational profitability.
• Comply with reporting procedures for regular and periodic sales performance reporting.
• Maintain regular communications with Railroad Commercial Development leadership to facilitate business updates.
• Attend staff meetings as required.
• Attend industry-related conferences or seminars.
• Other duties as assigned.

Benefits

• Railroad Retirement benefits
• Medical, Dental, Vision Insurance
• PTO (Paid Time Off) Accrual
• 8 Paid Holidays Per Year
• Veteran’s Day is a Paid Holiday for US Veterans
• Voluntary Supplemental Life Insurance
• Voluntary Short and Long-Term Disability
• Voluntary Accident Insurance
• FSA and HSA Options
• 401K Employer Match
• Paid Maternity Leave
• Group Life Insurance
• 401K Retirement Savings Plan
• Referral Bonuses
• Employee Discounts from Various Suppliers
• Employee Assistance Program
• Annual Boot Voucher
• Company Provided PPE
• Prescription Safety Glasses Allowance

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 251-500 employees