AVP Sales & Marketing at Genesee and Wyoming Railroad in Rapid City, South Dakota

Job Description:

SUMMARY:
The person in this position manages and ensures successful coordination of tactical and strategic sales and marketing activities for a specific account base as well as the development of new rail-centric accounts that provide incremental growth for the Coastal Region assigned railroads. He or she leads and manages the development of detailed information regarding each customer’s business and transportation requirements; develops existing and new customer action plans; coordinates and delivers pricing packages; and leads rate negotiations that maximize Genesee & Wyoming’s penetration of the customer’s transportation portfolio across assigned railroads and the network of companies served by the Genesee & Wyoming companies. This person also coordinates resources necessary to fulfill customer requirements; ensure customer satisfaction; and achieves assigned revenue, contribution, volume, and business development targets.

RESPONSIBILITIES:
• Develop new strategies, programs, or service offerings to expand the Coastal Region’s participation in relevant markets; implement and execute action plans to create market growth, penetration, or expansion into new emerging markets; work closely with national account team and other relevant teams and departments to support business development goals and objectives
• 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
• Lead and participate on cross-functional teams to address opportunities and solve issues by utilizing problem-solving skills
• 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 the Coastal Region’s penetration of the customer’s transportation portfolio and contribute to the Coastal Region’s forecasted financial goals
• Achieve revenue, profitability, and volume targets for assigned accounts and/or markets.
• Ensure effective written and oral communication internally and externally; communicate effectively to develop customer-driven pricing strategies to meet internal objectives and customers’ needs; maximize collaboration within Marketing and Sales and cross-departmentally to ensure quality performance
• Work cross-departmentally to develop and offer prices to customers that are market based; develop, negotiate, and implement agreements for new and existing customers
• Manage individual expense budgets to ensure full compliance with all business and travel policies and timely submission of all expense reports
• Lead the internal and external engagement of Genesee & Wyoming executives with an account base by establishing appropriate top-to-top relationships where needed
• Manage other projects and perform other duties as assigned

REQUIRED SKILLS AND/OR EXPERIENCE:
• Eight to ten years of experience in railroad sales and marketing
• Experience in creating and delivering presentations
• Strong skills in Microsoft PowerPoint and Excel
• Proficient sales skills
• Proficient analytical and problem-solving skills
• Proficient communication skills
• Proficient negotiation skills

REQUIRED EDUCATION AND/OR CREDENTIALS:
• Bachelor’s degree

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.