What are the responsibilities and job description for the Manager Sales & Marketing position at Genesee & Wyoming Inc.?
Posting Details
Job Details
Description
Summary :
The primary role of this position is to facilitate the growth of carloads and profitable sales for two American Region railroads (CORP and PNWR). The Manager Sales & Marketing will prospect and develop relationships with new clients by cold calling, generating leads, and networking via attendance at appropriate regional / national industry trade shows and events. The Manager is also required to build relationships and plan persuasive approaches with existing customers to retain and grow carloads by presenting new and innovative solutions and marketplace services. The Manager will set and adhere to aggressive sales growth targets as well as perform the strategic planning required to develop and maintain a sales pipeline of new short and long-term business. This position requires knowledge of the market, key railroad partner relationships, the solutions / services the company provides, and the competitive landscape. This position will report to the Assistant Vice President, Sales & Marketing for Genesee & Wyoming’s American Region (Pacific Division). Core responsibilities can be summarized as follows :
New Business Development, Customer Retention, and Sales Growth :
- Prospect for potential new clients and turn leads into increased profitable business
- Cold call as appropriate within assigned target accounts, markets, or geographic area to ensure a robust pipeline of opportunities
- Meet potential clients by growing, maintaining, and leveraging networks
- Research and build relationships with new clients via planned approaches
- Develop proposals that speaks to the customer’s needs, concerns, and objectives
- Present new and innovative products and services and enhance existing relationships
- Drive the pricing, cost / market, and competitive analysis of new business as well as existing book of business
- Work with corporate and regional teams (such as transportation, industrial development, engineering, real estate, customer service, commercial support, etc.) to design and execute business objectives with follow up and analysis of the results
- Initiate proposals, renewals, and negotiate contracts
- Recommend and orchestrate corrective services to address customer issues and / or issues negatively impacting business goals and objectives; anticipate possible problems and develop contingency plans in advance
Business Development Planning :
Management and Research :
Required Skills :
Preferred Experience :
This position may be elevated to a Director level if the successful applicant has the relevant experience / qualifications.
This position is employed by the specific entity set forth in the job posting.
Genesee & Wyoming Inc. and its subsidiary companies do not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or any other protected status under federal, state or local laws.
Qualifications
Skills
Behaviors
Motivations
Education
Experience
Licenses & Certifications
