What are the responsibilities and job description for the Director Sales & Marketing position at Genesee & Wyoming Main Job Board?
SUMMARY:
The person in this position coordinates activities involved in marketing, sales, and new account development. He or she is the primary customer contact for small to medium accounts or companies new to rail transportation. Direct sales and marketing functions are the key activities in this position, along with the ability to perform sales administration and analytical activities and projects. A detailed knowledge of the customer base and transportation needs is required and necessary to develop action plans and coordinate company resources in fulfilling customer requirements and meeting assigned revenue targets.
RESPONSIBILITIES:
- Coordinate between railroad operations, customer service, and various commercial support groups to ensure excellent overall customer experience.
- Collaborate with customers to understand book of business, market share and seek solutions to grow business.
- Work with internal Commercial Groups, National Accounts, Industrial Development and Real Estate teams to secure new business and grow current customer base.
- Prepare annual revenue and carload budgets, analyze variances, and provide market analysis to senior leadership.
- Negotiate rates with customers and revenue divisions with connecting carriers.
- Maintain pricing administration and related documentation processes, ensuring that valid prices are in place and available to all parties who may require them.
- Assist in resolving pricing, assessorial, and payment-related disputes.
- Develop and maintain strong working relationships with customers, as well as with pricing, marketing, and operations representatives from partner and connecting railroads.
- Review, update, and thoroughly understand railroad tariff documents.
- Manage other projects and perform other duties as assigned.
REQUIRED SKILLS AND/OR EXPERIENCE:
- Experience with Microsoft software, including Outlook, Excel, CRM, PowerPoint, and Word
- Development and experience with pricing, tariffs, and commercial regulations within the railroad industry
- Excellent quantitative skills
- Proven record of resourcefulness
- At least ten years of marketing management experience; five years of experience in the railroad industry preferred.
TRAVEL:
This position has up to 20%-30% overnight travel.
PREFERRED EDUCATION AND/OR CREDENTIALS:
- Bachelor’s degree or equivalent; master’s degree in marketing, business, or logistics 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.