VP, Nat’l Accts-Agr. Bus

Job Details

Description

SUMMARY:

The person in this position coordinates activities and skills involved in marketing, sales, and new account development at the corporate or company-headquarters level or point of control location. Person is the primary customer contact in their geographic territory for identified corporate accounts or companies new to rail transportation. This job also has a primary focus on large Agricultural Business companies which produce, store, transport, process, trade and/or market various grain, feed and food products. He or she develops an overall business strategy for corporate customers and their product’s markets, implementing this strategy across regional lines; identifies and executes projects across all of the company’s business lines; knows and understands the complete “book of business,” generating opportunities for all G&W regions and optimizing the traffic with G&W-centric solutions. The key activities are direct sales and marketing, proactive proposal development,and project management functions, along with the ability to navigate internally and externally to execute projects.

Responsibilities

• Develop strategic commercial relationships with companies at the corporate level, with interaction at the highest levels within their strategic, purchasing, product-business units, and transportation departments
• Develop a complete understanding of the complete “book of business” for these corporate accounts, across all product lines and modes of transportation
• Establish a formalized business plan for each corporate account that outlines available projects and the steps and timelines to execute
• Define annual revenue goals
• Sell and market the complete portfolio of services offered by G&W (all railroads, ports, transloads, industrial development, real estate, and industrial switching)
• Establish and maintain a good working relationship with G&W Operations, develop a close, collaborative relationship with local G&W Marketing & Sales team, good rapport with the DVP of the region and an excellent relationship with the VPs of Sales
• Develop new growth products for the transportation marketplace and aggressively promotes distribution-service solutions that incorporate a “pull” strategy that brings new business and revenue to G&W
• Initiate proposals, close deals, and negotiate contracts, if required
• Create product-value propositions and positioning statements
• Promote and support the commercial agenda of the company;
• Develop a strong relationship within various Ag Business departments of the Class 1 railroads
• Be an expert resource for competitive analysis and competitor information
• Manage other projects and perform other duties as needed
  
  

Required Skills And/Or Experience

• Ability to analyze and optimize the customer’s “book of business” and develop solutions with the customer
• Railroad and Ag Business data-mining skills enabling linkages and trends to be discovered unlocking new opportunities for G&W freight participation and optimization.
• 5-10 years of direct Ag Business experience or rail marketing experience with Ag Business understanding freight rates, freight spreads, trading relationships, railcar supply dynamics, broker relationships, market drivers and influences, seasonality, modal competition and interplay, global and domestic markets and governmental policy implications.
• Expert skills in project management, with the ability to develop a strategy and transportation solution and then manage it from inception to execution
• Has had direct responsibility for developing complete freight revenue budgets and has been accountable for their performance to those budgets.
• Ability to identify and analyze trends within a company or industry, and clearly communicate it to the regions and to senior management
• Proven track record demonstrating entrepreneurial ability, strategic planning, and project management skills
• Significant experience with corporate contracts and account representation
• Operational knowledge of how to transload products between railcar and truck; a proven track record of being able to establish transload operations
• Excellent sales-coaching and -training skills
• Extensive and current customer contacts and relationships across industries and product lines
• Railroad experience and Class 1 sales and/or marketing experience preferred
  
  

Required Education And/Or Credentials

• Bachelor’s degree or an equivalent combination of experience and education
  
  

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.