VP, Business Development

BASIC FUNCTION: This position will direct the development and execution of the business development vision, strategy, plans, and processes that will drive growth, increase revenue, expand markets, and accomplish financial objectives. The position also focuses on industrial development opportunities to locate new rail-oriented businesses on the line.

ESSENTIAL JOB DUTIES/RESPONSIBILITIES:

1. Provide strong team leadership with a focus on customer satisfaction, efficiency, and employee involvement / empowerment.
2. Lead the companys entire business portfolio.
3. Maintain and enhance current customer experience that improves NPS (net promoter score) based on annual customer surveys.
4. Develop and deliver on growth strategies in near/mid/long term horizons: identify new business opportunities 2. outline the hurdles and what is needed to clear them 3. develops a strategy for gaining this business and 4. executes the plan.
5. Identify and develop sites that fit customers needs while maximizing productivity and logistics so that the customers are incentivized to invest capital in future site enhancements.
6. Identify and close on solutions that increase agriculture carloads across business units; specific emphasis on grain exports.
7. Develop, collaborate, and prepare value propositions in support of market objectives that enable the Company to receive appropriate value for the services provided.
8. Direct annual and five-year forecasting and work with other departments of the company to ensure that they are aware of the demands and contractual commitments.
9. Build and leverage relationships with state and local officials, economic development agencies, utility providers across Indiana and Illinois.
10. Oversee and cultivate INRDs Business Development team. Create clear and defined objectives for the department.
11. Research and analyze the business environment, competitors, and customers to develop ideas for new services, pricing, and business models.
12. Understand and manage complex multi stakeholder contracts.
13. Direct financial feasibility studies, proposal development, and negotiations for new business opportunities.
14. Establish realistic customer expectations based on network capabilities.
15. Collaborate with Operations and Mechanical to consistently meet customer requirements in the safest, most efficient, and cost effective manner.
16. Oversee and maintain up to date and effective tariffs.
17. Leverage and enhance technology solutions that drive opportunity management and inform INRD executive leadership and remove roadblocks to finalizing new business contracts.

Minimum Qualifications:

• 15 or more years of leadership experience in railroad sales, marketing and/or business development
• 5 or more years of senior leadership experience
• Visionary and strategic mindset with the ability to grow revenue with existing customers and identify new business opportunities
• Proven ability to deliver revenue growth including driving department with a closers culture
• Proven ability to lead and manage a dynamic sales and marketing team
• Deep market, industry, and regulatory knowledge
• Broad understanding of rail operations
• Knowledge of budget development/analysis
• Driver's License in good standing
• High School Diploma or equivalent

Preferred Qualifications:

• Bachelors degree/ 4- year degree

Travel Required:

• Availability to travel up to 35% of the time, occasionally requiring overnight stays (15%). Distance driving is expected.

Knowledge and Skills:

• Knowledge of industry safety policies and practices
• Knowledge of customer base and market environment
• Knowledge of rail routing and operations
• Demonstrate resourcefulness and tenacity to identify and pursue potential sales opportunities
• Demonstrate strong sales and communication skills
• High level of computer knowledge, specifically in MS Office applications
• Be able to interact with contacts both within INRD and within customers' organizations at various levels
• Demonstrate strong team working abilities
• Be adept at developing and delivering effective presentations
• Possess strong interpersonal and organizational skills
• Be an accomplished negotiator
• Demonstrate an entrepreneurial outlook
• Possess a high level of analytical skills for detail-oriented work
• Be able to effectively establish priorities and meet multiple deadlines
• Be able to understand the customers perspective and competitive logistics options

Employment Conditions:

• Must pass all required assessments
• Must pass a background screening
• Must pass a pre-employment drugs/alcohol screen

Physical Requirements:

• Regularly (67-100%): While performing the duties of this job, the employee is regularly required to, stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone
• Frequent (34-66%): keyboard reach, stooping, repetitive motion, lift objects up to 20 pounds
• Occasional (10-33%) walking on uneven surfaces, inclined shoulders, rough ballasted surfaces

Environmental Conditions:

• Routinely uses standard office equipment such as computers, monitors, printers, phones, and multifunction copiers
• Work in a vehicle or cab
• Position involves working in an office setting and work out-of-doors which exposes the individual to the following conditions:
• Exposure to noise (from diesel engines, air brake equipment, track equipment, sanders, horns, radios etc.)
• Exposure to adverse environmental conditions possible (such as dust, pollen, fumes, etc.)
• Work outside in all weather conditions (severe weather and extreme temperatures possible)

All INRD employees must know and follow job safety procedures, attend required safety training, proactively promote safety at work and promptly report actual and potential accidents and injuries.

DISCLAIMER: This is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned.

INRD is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, or protected veteran status and will not be discriminated against on the basis of disability.