What are the responsibilities and job description for the Director, Sales position at GATX?
Overview
Founded in 1898 and headquartered in Chicago, IL, GATX Corporation (NYSE: GATX) is an industry leader with 125 years of success—success that is powered by our people. We are proud of our high-performance culture, hard-working and enthusiastic management team, and beautiful office space in the Willis Tower.
At GATX, we hire the best and offer our employees a dynamic, energetic, collaborative environment to enable them to make an impact from day one. Enjoy the perks and benefits of a global company with the close-knit culture and community of a much smaller one. In the same way we strive to empower our customers to propel the world forward, we are dedicated to providing our people with the tools and resources they need to move forward in their careers. And, thanks to our employees, in 2023 we were named one of Chicago’s Top Workplaces by the Chicago Tribune for the fourth time!
The Director of Sales creates, pursues and maintains the assignment of net and full service leases of specialty railcars to an assigned customer base, consisting primarily of shippers and related market segments. They also build and maintain individual relationships with assigned and potential customers, and with internal GATX resources, to achieve annual revenue and profitability targets and ultimately increase GATX’s market share for such leases.
Responsibilities
- Develop and implement account management strategies consistent with the operating strategies of GATX to consistently achieve defined sales targets.
- Identify and act on leads to develop new customer contacts.
- Uncover and respond to customers’ railcar usage needs through strategic selling and providing sales solutions to our customers.
- Communicate sales solutions to customers.
- Be able to price proposed leases and renewals to meet multiple criteria including GATX goals for revenue, profitability and optimal utilization of the railcar fleet as well as customers’ requirements.
- Perform with minimal supervision and relative ease all day-to-day business activities related to issuing new car quotes, placing new lease assignments, and maintaining/expanding existing assignments through effective renewals.
- Communicate and work effectively with internal GATX resources to ensure timely approval, delivery of new railcar placements, and resolution of service challenges.
- Develop a thorough understanding of the customer, their business strategies, and the markets they serve.
- Develop competitive information of lease offerings and sale activities within the industry.
- Seek and develop opportunities to purchase existing fleets for leaseback to customers.
Qualifications
- Undergraduate degree preferably in Business Management, Finance or Marketing
- Proven track record in sales of value-adding services.
- 5 Years National / Tier 1 Account Management and/or Class 1 railroad account management.
- Motivated and able to independently close sales deals.
- Demonstrated comfort in initiating contact with unknown individuals and companies to create sales solution opportunities.
- Demonstrated basic understanding of financial concepts and relationship building.
- Excellent listening and presentation/communication skills (both written and verbal).
- Working knowledge of Microsoft Office programs and contact management software applications.
Other Requirements: Regular travel to customer sites and industry events required.
As of the post date, the salary range for this position is:
Min
USD $131,500.00/Yr.Max
USD $184,000.00/Yr.This role may be eligible to participate in the Company’s short-term incentive plan and long-term incentive plan, the details of which will be provided to the applicant upon hire.
Salary : $131,500 - $184,000
