Senior Commercial Development Manager

Business Development:

• Generate sales leads through networking, scheduling cold calls, and working with Class I partners on a weekly / monthly basis.
• Develop and maintain pipeline of new freight opportunities with current and prospective customers on short lines in various markets.
• Identify and cross-sell accessorial service offerings to current and prospective customers.
• Serve as administrative lead for storage opportunities, including providing CRM and contract support.
• Work cross functionally with all RJ Corman companies to bring comprehensive solutions to railroad clients and ensure efficient progression of new business opportunities.
• Prepare robust proposals for new and recurring business opportunities.
• Collaborate with local economic and industrial develop boards to ensure visibility of upcoming and potential projects that have rail implications and maintain positive relationships with key stakeholders.
• Other duties as assigned.

Account Management:

• Provide value-add account management services for customers on the short line, including conducting regular calls, visits, and serving as the point-of-contact for a variety of needs that may arise.
• Review customer accounts and work with Operations to ensure customer satisfaction and accurate internal activity recording.
• Ensure all necessary contracts for track leases and accessorial services are current and contain acceptable terms and rates, no less than annually.
• Effectively communicate, internally and externally, to ensure customers’ expectations are exceeded in all facets of their relationship with R. J. Corman.
• Provide support for Finance and Accounts Receivable departments to provide monthly and quarterly review of revenue statements to ensure accuracy, forecast revenue expectations, and work with customers for timely payment of invoices.
• Maintain company CRM (customer relationship management) software with relevant client data.
• Other duties as assigned.

Specialized or Technical Knowledge, or Education and Experience:

• Bachelor’s and / or Master’s degree preferred. Equivalent experience accepted.
• Strong business acumen, analytical thinking and decision-making skills.
• Ability to manage complex projects, multi-task, and prioritize work to ensure deadlines are met.
• Must possess excellent written and oral communication skills with well-developed influencing skills.
• Proficient in Microsoft Word, Excel, and PowerPoint.

Physical Requirements:

• Frequent business travel to various client locations, RFP site visits, company locations and conferences. May include overnight stays.
• Limited lifting, up to 30 pounds for movement of office equipment and files.
• Hand and finger dexterity for use of keyboard skills.

Environmental Conditions:

• Performs duties primarily in an inside administrative office environment.
• Visits to railroad and industrial sites require PPE (e.g. safety glasses) to ensure safety at industrial worksites.

Job Dimensions: Performs duties with substantial degree of independence under limited supervision.

R.J. Corman Railroad is an Equal Employment Opportunity (EEO) and Affirmative Action employer that is committed to a safe and drug free workplace. R.J. Corman performs pre-employment criminal background checks and substance abuse testing which includes a urine drug test to detect the presence of illegal drugs. We appreciate your cooperation in keeping R.J. Corman a safe and drug free company.