Job Summary
Manages ~ $1.3B in annual revenue. Provides sales leadership in implementing both short and long term business strategies to maximize results for CSX and the Chemical business unit, including but not limited to achieving annual revenue, contribution, price, and volume plans. Manages the sales efforts and activities of a team of approximately 5 geographically based account focused sales professionals. Establishes and maintains customer relationships with key accounts at a level that provides influence to transportation decision makers to identify and develop new business opportunities. Works collaboratively with other key business partners to develop and negotiate price proposals and service packages that meet customers’ needs. This will enable CSX to receive the appropriate value for the level of service provided.
Primary Activities and Responsibilities
- Implement strategies to generate profitable growth and achieve annual carload, revenue, contribution, and price plans.
- Develop and enhance sales team via coaching, performance reviews, improving team member skills with training, holding career development discussions, and recruiting diverse talent for the future.
- Represent CSX as the lead sales Director for the Chemical business unit leading the customer focused sales effort.
- Provide leadership utilizing integrity and trust to motivate, inspire, and energize sales team members.
- Effectively communicate vision and direction consistent with company and business unit goals.
- Develop, collaborate, and prepare value propositions in support of market objectives that enables CSX to receive the appropriate value for the level of service provided.
- Promote the development of strong long term relationships with internal and external customers.
- Develop and maintain Chemical industry knowledge and expertise by attending various industry conferences and seminars.
- Miscellaneous activities and responsibilities as assigned by manager
Minimum Qualifications
- Bachelor's Degree/4-year Degree
- 5 or more years of experience in Business/Strategic Development, Sales/Account Management, Marketing, Supply Chain Management, Transportation, Logistics, or Operations
Preferred Qualifications
- Graduate Degree
- 5 or more years of supervisory experience
Knowledge and Skills
- Knowledge of rail operations and physical infrastructure
- Knowledge of market, competitive factors, pricing, and financial or physical trading
- Cultural awareness and sensitivity
- Analytical skills and negotiation skills
- Ability to be decisive and exercise good judgment
- Microsoft Office skills
- Ability to orchestrate multiple activities in a high-paced environment
- Written and oral communication skills
- Ability to communicate effectively with senior leadership and executive audiences
- Ability to maintain composure in high stress situations and manage a geographic based sales team with significant travel requirements
Leadership
The CSX Leadership Model is the foundation of our Talent Strategy and is what drives CSX performance. CSX accordingly selects and develops talent based on each of the following: producing results, creating change, and inspiring excellence.
Job Requirements
- Work inside an office environment