Director of Sales and Marketing (Sales)

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 Berkshire & Eastern'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.

Location flexible within Massachusetts, Eastern New York, Connecticut, New Hampshire, Vermont and surrounding areas based on experience.

RESPONSIBILITIES:

• Business Development: Develop new strategies, programs or service offerings to expand Pan Am Southern's 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 Pan Am Southern's penetration of the customer's transportation portfolio and contribute to Berkshire & Eastern's 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.
• Laddering Strategy: Ability to navigate both local & corporate relationships to identify decision makers. Lead the internal and external engagement of Genesee & Wyoming executives with an account base by establishing appropriate top-to-top relationships where needed.

REQUIRED SKILLS AND/OR EXPERIENCE:

• 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.

REQUIRED EDUCATION AND/OR CREDENTIALS:

• Bachelor's degree
• 10 years' experience in marketing and sales, supply chain management, transportation management, or related field

 

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.

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