Senior Director - Business and Economic Development

BASIC FUNCTION:
This role involves managing and generating new freight and other revenue for the company. It includes researching potential opportunities and meeting with economic, industrial, and commercial development leaders as well as potential customers to develop new and expanded opportunities along IAIS line of operation. The responsibilities also include contacting current and potential customers either by visiting their premises or using electronic tools within an assigned territory to determine transportation requirements. The position requires developing and assessing customer needs through professional listening and selling skills and coordinating team efforts to translate those needs into action plans. This role will involve frequent travel and overnight stays, often with little or no notice.

REPORTING RELATIONSHIPS:
Reports to: Executive Vice President-Chief Commercial Officer

ESSENTIAL DUTIES/RESPONSIBILITIES:
1. Contact economic, industrial, and commercial development leaders and potential customers to develop new and expanded rail industries along the IAIS line of operation.
2. Generate steady sales leads and prepare proposals.
3. Entertaining customers, potential customers, and colleagues at luncheon and dinner events.
4. Contacts current and potential customers by visiting the customer facility or by phone within an assigned territory to determine transportation requirements. This may include air travel.
5. Researches potential revenue opportunities via site visits, Internet, periodicals, and GoogleEarth ©. Discuss potential opportunities with other departments within IAIS.
6. Maintains a thorough knowledge of the customer’s business. Assures maximum customer satisfaction via customer contact and working with other Company personnel. Successfully integrates knowledge into developing price, service, and equipment packages with appropriate supervisor input and approval.
7. Leads and coordinates the resources of all railroad departments to maximize account penetration and satisfaction.
8. Develop new strategies, programs, or service offerings to expand IAIS’s participation in relevant markets.
9. Develops and presents approved rate programs to customers designed to meet customer needs, while maintaining corporate revenue and profitability levels.
10. Develops and assesses customer needs through professional listening and selling skills and coordinates team efforts to translate those needs into action plans.
11. Represent the Company before government officials, state legislators, and leaders in economic, industrial, and commercial development as appropriate to promote business development opportunities on IAIS’ franchise.
12. Formulates a revenue budget for specific customers to reflect an accurate assessment of future business levels and works to achieve said budget.
13. Provides monthly customer-specific revenue forecast and supply information and reports used in executive management decisions to ensure success of department and IAIS.
14. Participates in interdepartmental projects and teams as needed for the overall improvement of the Company.
15. Represents IAIS by participating in professional organizations, conferences, seminars, business meetings, etc.
16. Cross-train with other Sales & Marketing personnel.
17. Responsible for performing duties and working hours as scheduled, including overtime, holidays, nights and weekends as necessary.
18. Performs other miscellaneous duties as assigned.

JOB REQUIREMENTS:

Education, Licenses/Certifications, and Work Experience:
BA/BS in a related field or equivalent industry experience in a comparable role, both a degree and experience are a plus. Must have a valid driver’s license and be insurable on IAIS’s auto policy.

Skills, Knowledge, Abilities and Mental Requirements:
• Ability to listen and understand the needs of customers. Possess highly developed interpersonal skills to deal effectively with others in both favorable and unfavorable situations regardless of their status or position.
• Readily assumes responsibility to ensure assigned tasks are completed and appropriately communicated.
• Can independently conduct research and contact/interact with numerous people to promote the Company’s business interests.
• Knowledge of marketing strategies and techniques.
• Ability to develop alternative courses of action in sales and marketing strategies and use logical and sound judgment for essential business decisions.
• Agriculture product knowledge.
• Possesses good user’s knowledge of web-based data systems, including the Microsoft Office Suite © products .
• Ability to establish courses of action for self and/or others to accomplish specific goals.
• Ability to establish objectives, schedules and priorities.
• Ability to communicate effectively, verbally and in writing, and establish good working relationships with co-workers, management, customers, and leaders in economic, industrial and commercial development.
• Flexibility to accept changes and react willingly, appropriately and in a timely manner.
• Ability to learn and apply policies, procedures and regulations required by IAIS and the federal government.
• Ability to follow company safety procedures, use common sense, and maintain an overall level of safety awareness when in the work environment.

Physical Requirements:
Constant (67-100%) talking and hearing either on the telephone or in person and viewing close visual work. Frequent (34-66%) standing, sitting or walking and traveling. May be stressful at times due to interruptions and multiple job duties to be completed.

Working Conditions:
Position involves primarily working in office settings and is not substantially exposed to adverse environmental conditions or noise levels. The job requires the individual to follow IAIS and federal standard safety procedures and to avoid possible injuries.