Job Description

SUMMARY

Manage and ensure successful coordination of tactical and strategic sales activities for a specific account base as well as the development of new accounts that provide incremental growth for assigned railroads. Lead and manage the development of detailed information regarding each customer's business and transportation requirements. Develop existing and new customer action plans, coordinate and deliver pricing packages, and lead rate negotiations that maximize Genesee & Wyoming’s participation in the customer's transportation portfolio across assigned railroads. Coordinate resources necessary to fulfill customer requirements, ensure customer satisfaction, and achieve assigned revenue, contribution, volume, and business development targets.

RESPONSIBILITIES

• Business Development: Develop new strategies, programs or service offerings to expand our participation in relevant markets. Identify opportunities for growth by working directly with both prospective and existing customers. Work closely with internal departments to support business development goals and objectives.
• Customer Satisfaction: Support all customer satisfaction targets by maintaining a thorough knowledge of the specific marketplace and successfully integrating information into timely price, service, and equipment packages that provide value to customers. Ensure effective collaboration with other teams to support all customer satisfaction goals.
• Financial Targets: Achieve revenue, profitability, volume targets for assigned accounts and/or markets.
• Account Management: Manage the day-to-day account activities and facilitate the coordination of internal resources to ensure a positive customer experience. Develop and maintain strategic customer action plans that improve our participation in the customer's transportation portfolio and contribute to forecasted financial goals.
• Transportation Pricing: Develop knowledge of routings and services. Gather competitive intel and understand market trends. Communicate effectively to develop customer driven pricing strategies to meet internal objectives and customers' needs. Manage contracts, quotations, and tariffs.
• Negotiation: Work cross-departmentally to develop and offer prices to customers that are market based. Develop, negotiate, and implement agreements for new and existing customers.
• Effective Teamwork and Communication: Lead and participate on cross-functional teams to address opportunities and solve issues by utilizing problem solving skills. Ensure effective written and oral communication internally and externally.
• Forecasting: Provide accurate and insightful input for annual and quarterly carload and revenue budgets and outlooks.

REQUIRED SKILLS AND/OR EXPERIENCE

• A Bachelor’s degree is preferred
• 5 years’ experience in marketing and sales, supply chain management, transportation management, or related field preferred
• Proficient sales, analytical, and problem-solving skills
• Proficient communication skills
• Proficient negotiation skills
• Ability to manage extended and complex projects by setting and achieving milestones to a final work product.
• Travel: potential for up to 25% overnight

REQUIRED EDUCATION AND/OR CREDENTIALS

• A Bachelor’s degree is preferred

This position is employed by the specific entity set forth in the job posting.

Genesee & Wyoming Inc. and its subsidiary companies do not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or any other protected status under federal, state or local laws.