Railroad Sales Manager

Position Summary

Maintain current business, grow existing customer base, and optimize Watco's assets by providing expanded services/locations, developing new customers, and uncovering business development opportunities. This position is focused on multiple freight railroads and Terminals, the successful candidate will be responsible for the overall sales and marketing on the properties.

Duties and Responsibilities

• Grow EBITDA on a year over year basis.
• Strengthen Watco’s position in the Customer’s supply chain selling all Watco’s service offerings.
• Aggressively seek new business opportunities and relationships.
• Negotiate transactions, legal contracts, and long term commitments on behalf of Watco
• Act strategically, developing and communicating a long-term vision that meets the Customer's Needs while accounting for the market dynamics, the industry, and the competition.
• Demonstrate secure grasp of operational fundamentals with working knowledge of cost components and productivity constraints for Watco's services.
• Exhibit financial savvy completing quantitative analysis and fiscal modeling, including proficiency in working with various spreadsheets, forecasting, NPV, capital valuation, internal rates of return, etc.
• Lead internal teams (Sales, Operations, Finance, Project Management, People Services, EHS, etc.) in determining Customer solutions with integrity, tact, courtesy, and persistence.
• Coordinate customer service response with functional peers for assigned customers solving problems with diplomacy and professionalism.
• Ensure compliance with all permit and regulatory requirements in conjunction with Watco resources.
• Communicate effectively and regularly with Management on goals, challenges, and objectives using a high level of proficiency in verbal, written, and listening skills.

Experience and Specific Knowledge

• Entry level or higher Transportation sales experience or education is preferred.
• Highly effective listener that can probe for understanding of needs and identify customer wants.
• Proficient in negotiation skills or the demonstrated aptitude to develop negotiation skills.
• Must be able to clearly present ideas, proposals, and results to business leaders and customers through a variety of different means including public speaking
• Must be knowledgeable in standard industry practices, trends, and operational requirements.
• Ability to create a network of peers and industry counterparts to learn and discuss market trends and business insight
• Advanced level of proficiency with Microsoft applications, including but not limited to Outlook, Word, and Excel for document processing and financial modeling.
• Strong analytical skills and logical thought processes, with the ability to identify and resolve complex issues/problems including complex economic/financial models.
• Ability to organize and prioritize daily work while maintaining strict confidentiality.
• Must be able to successfully and simultaneously manage multiple tasks, and work autonomously.
• Ability to work with a team, take direction from supervisor(s), focus attention on details, follow work rules, and adhere to required work schedules.
• Excellent communication and presentation skills, verbal and written.
• Strong leadership, communication, and interpersonal skills, and the ability to lead ad-hoc teams with varying disciplines, backgrounds, and experience levels.
• Ability to travel up to 50% throughout the United States.