Job Summary
The Senior Sales Manager is responsible for managing and growing a TRANSFLO commercial portfolio across multiple commodity segments, with a focus on revenue retention, new business development, margin improvement, and strategic customer growth. This role develops consultative sales strategies, builds executive-level customer relationships, and partners cross-functionally with TRANSFLO Operations, CSX Sales & Marketing, Industrial Development, Finance, and other teams to deliver rail-served transload solutions that meet customer supply chain needs and support long-term network growth.
Primary Activities and Responsibilities
Manage and grow a TRANSFLO commercial portfolio across multiple commodity segments, with accountability for revenue retention, volume growth, margin improvement, and customer satisfaction.
Develop, market, sell, and manage TRANSFLO and CSX Transportation solutions for key customers across the TRANSFLO terminal network.
Identify, qualify, and advance new business opportunities by understanding customer supply chain needs, commodity flows, competitive alternatives, and terminal capabilities.
Lead complex commercial negotiations, pricing strategy, and proposal development in partnership with Marketing, Operations, CSX Sales & Marketing, Industrial Development, Finance, and other relevant CSX teams.
Create and execute strategic account plans that define growth opportunities, customer priorities, competitive risks, key relationships, and near- and long-term action plans.
Build and strengthen executive-level relationships with customers and internal stakeholders to improve service performance, expand business levels, and support long-term partnership growth.
Collaborate closely with TRANSFLO Operations and other cross-functional teams to evaluate operational feasibility, support implementation planning, onboard new business, and ensure commercial commitments can be executed successfully.
Monitor customer performance, terminal utilization, and competitive dynamics to inform commercial strategy and support network growth.
Represent TRANSFLO in customer meetings, business reviews, and industry conferences
Perform miscellaneous activities and responsibilities as assigned by manager.
Minimum Qualifications- Bachelor's Degree/4-year Degree
- 5 or more years of sales experience in Transportation, Logistics, Supply Chain, Operations, Business/Strategic Management, Sales, Account Management, Marketing, or Finance
Preferred Qualifications
- Graduate Degree
- 7 or more years of experience in Transportation, Logistics, Supply Chain, Operations, Business/Strategic Management, Sales, Account Management, Marketing, or Finance
Knowledge and Skills
- Consultative selling and customer discovery
- Strategic Account Management
- Pipeline development and opportunity conversion
- Pricing, margin, and financial acumen
- Negotiation and contract / commercial strategy
- Microsoft Office skills
- CRM, sales reporting, and performance tracking
- Cross-functional influence
- Strong Oral and written communication skills
- Ability to handle complex Fortune 500 Accounts
- Knowledge of the railroad or transportation industries
- Ability to effectively deliver presentations to a variety of audiences
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
- May be required to complete a background check
- Work hours may vary in length and schedule (may include a non-standard work week)
- Travel will be required for customer meetings, industry conferences, site visits, customer audits, and other activities as determined by your manager