Genesee & Wyoming

About Genesee & Wyoming

 

Job Category:

Marketing

Country:

United States

Postal Code:

39301

Approximate Salary:

Not Specified

Position Type:

Full Time

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Sales & Marketing Manager (296026-841)

Genesee & Wyoming - Meridian, Mississippi

Posted: 11/11/2018

Summary:

The primary role of this position is to facilitate the growth of carloads and profitable sales for the MNBR and LXVR railroads. The Marketing and Sales Manager 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 Marketing and Sales 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 Marketing and Sales 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 Director Sales and Marketing for Genesee & Wyoming’s Southern Region Railroads.  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  
  • 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
  • Initiate proposals, renewals, and negotiate contracts

Business Development Planning:

  • Design and implement a strategic plan specific to assigned target accounts, market or geographic areas to meet and exceed expected sales goals
  • Identify and develop the company’s unique selling and value propositions and differentiators
  • Present to and consult with mid and senior-level management on business trends with a view to developing new services, products, and distribution channels
  • Identify opportunities for promotional campaigns, services, and distribution channels that will lead to an increase in sales opportunities
  • Attend industry functions, such as association events and conferences, and provide feedback and information on market trends

Management and Research:

  • Submit required weekly, monthly and quarterly reports, activities, budgets, and other key data needed by senior management
  • Ensure that data is accurately entered and managed within the company’s CRM system
  • Forecast detailed sales targets on a monthly, quarterly, and annual basis, and ensure they are met

Required Skills

Required Skills:

  • Be a results-driven professional, able to excel in a demanding and fast-paced environment
  • Have excellent customer problem-solving skills: issue identification, developing recommendations, and executing the resolution
  • Be able to comfortably and effectively interact with all functions inside the company and all levels of the customer base
  • Have a proven track record of taking ownership and effectively managing long and short term projects from start to finish
  • Be organized, detail-oriented, possess strong verbal and written communication skills, and have a strong ability to collect, analyze, and summarize data
  • Display diplomacy, maturity and ability to keep select matters confidential
  • Have demonstrated ability to manage across organizational boundaries and have strong interpersonal and negotiation skills
  • Maintain excellent multi-tasking, time management, and sales call planning skills
  • Have strong working knowledge of Microsoft Excel, Word, and PowerPoint; CRM experience preferred

 

 

Required Experience

Required Experience:

  • Bachelor’s Degree in Marketing, Business, Supply Chain/Logistics, Finance or equivalent degree and/or experience
  • Business development and experience with pricing and/or customer relations and sales within the freight logistics industry is preferred

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.

 

Job Location

Meridian, Mississippi, United States

Position Type

Full-Time/Regular

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