VP, Marketing and Customer Service (Alaska Railroad)

PURPOSE OF POSITION :

Directs and coordinates Marketing and Customer Service Department activities including marketing and promotion, sales, pricing, product design and implementation of freight and passenger services for the Alaska Railroad Corporation. Coordinates marketing, transportation services and sales efforts.

Duties and Responsibilities :

• Negotiates transportation agreements, as required, with ARRC customers, subject to appropriate coordination and approvals before commitment is made to customer. Manages the administration of the contracts.
• Researches and analyzes the movement of all products transported into and out of the state of Alaska by determining types of products, modes of transportation, costs of transportation, and timing of its movements.
• Works closely with senior leadership to establish and accomplish ARRC business objectives, operating goals, and corporate policies in cooperation with the ARRC Board of Directors.
• Works with management staff on new business that could be developed based on market and economic analysis. Forecasts revenue for business plan. Manages a model for estimating the cost of freight and passenger services. With assistance from management staff, through contacts with other carriers and association with the business community, develops an information base which will maintain reliable information on competitive passenger and transportation pricing levels.
• Provides leadership, management and direction to the Marketing and Customer Service Department.
• Proposes and administers freight movement and passenger pricing policies which will optimize revenue, meet profit objectives, and encourage the growth of ARRC business.
• Oversees the preparation of the Department’s annual budget and controls expenditures in accordance with budget allocations. Reviews and analyzes expenditures, financial, and operations reports to determine requirements for increasing profits and improving service.
• Coordinates strategic and tactical planning efforts with management staff to develop business opportunities and innovative services that enhance corporate revenues.
• Acts as a representative of ARRC before various governmental bodies or the general public. Prepares and gives presentations to the ARRC Board of Directors, customers and interested parties.

FACTOR 1 : Knowledge, Skills, and Abilities

Bachelor’s degree in Business Administration, Transportation, Marketing or Economics or related field and ten (10) years of experience in transportation and logistics management, including two (2) years in a senior management position is required. Additional experience can be substituted for the degree requirement on a year-for-year basis. Master’s Degree in Business Administration is preferred. Must have extensive knowledge of marketing theory, principles and practices. Must have knowledge of collective bargaining agreements. Must have a demonstrated ability to lead people and achieve results through others. Must have the ability to organize and manage multiple priorities.

FACTOR 2 : Analytical Skills and Impact

Must be able to analyze business opportunities to determine the cost / benefit ratio and the impact on net earnings. Reviews and analyzes expenditure, financial, and operations reports to identify opportunities to increase profits. Develops business objectives to increase efficiency and revenue and lower costs. Must have well-developed negotiating skills which results in customer contracts and agreements with terms favorable to the ARRC. Must be able to develop, analyze and modify long-range strategic marketing plans. Ability to apply business practices and experiences to decision-making process. Incumbent must be able to gather relevant data and information, identify patterns, trends, and causes and use that information to develop, test, and implement new models and solutions, and to evaluate courses of action relative to the business case.

FACTOR 3 : Supervision and Control

Provides supervision and guidance to department heads, managers, staff, and contractors working on assigned projects. Manages resources needed to successfully complete assignments ensuring operating efficiency.

FACTOR 4 : Communication

Communicates with ARRC employees and management personnel regarding activities of the Department to ensure coordination of marketing plans and strategies with operational efficiency. Enforces compliance of operations personnel with administrative policies, procedures, safety rules, and governmental regulations. Contacts are with customers, governmental agencies and the general public to present ARRC’s services and capabilities, and to develop and maintain the customer base, which involves negotiations and persuasion.

FACTOR 5 : Working Conditions

Corporate office environment.

Minimum Qualifications

Required

Preferred

Master’s Degree in Business Administration.

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