Sales Manager, Rail & Logistics

POSITION SUMMARY:
The Sales Manager, Rail and Logistics will be responsible for business development and the achievement of sales goals for three short line railroads and logistic centers, located in Texas. This position will provide frontline interface with our customers, seek and deliver new business growth, and build customer relationships which align with our strategic goals. Participation in the development of corporate goals and targets will be an important responsibility. Strong communication and people skills are a must. The Sales Manager, Rail and Logistics must be a self-starter, detail oriented, able to multi-task, and possess excellent organization and time management skills. Building customer and market relationships, coordinating corporate resources, team reporting, project development, rate and term negotiations, correspondence, and other liaison activities will be integral to success. The position will report to the Vice President of Sales and Marketing, who will provide collaboration and resources necessary to align efforts and support career development.


Reports directly to: Vice President Sales and Marketing
Reporting Location: TNW Corporate Office in Dallas, Texas


All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, or genetic information, and in accordance with the provisions of applicable labor agreements.


POSITION RESPONSIBILITIES:
• Achieves sales strategic and operational objectives
• Contributes key inputs and makes recommendations for sales reviews and strategic plans
• Implements production, productivity, quality, and customer-service standards
• Problem solver who identifies trends, determines system improvements, and implements changes
• Ability to diversify product lines sales through new and existing customers
• Identifies opportunities by focusing on consumer requirements; defines market, competitor’s share, and their strengths and weaknesses; forecasts projected business; and establishes market share growth goals
• Sustains rapport with key accounts by making periodic visits, explores their needs, and identifies new opportunities
• Oversees the preparation and revision of multiple contracts; oversees the proposal, planning and administration of contracts

• Coordinate and collaborate with various departments to implement new or improve upon existing railroad or logistics practices
• Prepares and presents internal reports regarding assigned customer’s business and financial impact to the company
• Compliance with TNW Core Values and alignment with Strategic Pillars
• Improves product marketability and profitability by researching, identifying, and capitalizing on market opportunities
• Improves product packaging and coordinating new product development
• Maintains detailed and organized files, contract data and information systems
• Protects TNW’s value by keeping information key data confidential

 

POSITION REQUIREMENTS:
• Bachelor’s Degree in Business Administration, marketing, or related field
• Minimum of five years’ experience working in a sales role using a CRM and other technology
• Minimum of two years’ experience in a management role may be advantageous
• Transportation, railroad and/or logistics services industry experience required
• Sales experience in a privately-held small-mid-sized company preferred
• Real Estate Leasing and Contracts experience a strong plus
• Knowledge of transportation commerce and demand in Agriculture, Cattle, Dairy, Chicken, and Feed Industries preferred
• Creativity for new reports and reporting
• Experience with specific sales funnel management and structuring sales quota and revenue expectations

 

KEY SKILLS:
• Leadership and management presence
• Entrepreneurial self-starter looking for ways to drive growth
• Ability to be a hands-on team player, not just a delegator
• Coach and mentor team and others in the company
• Humility and active listener
• Cross-functional team player and collaboration with others
• Unwavering integrity and ethics
• Excellent interpersonal skills and ability to communicate effectively
• Ability to think strategically and accomplish quarterly and yearly sales goals
• Demonstrates proven decision-making skills
• A servant leader who supports their team and the organization to get things accomplished
• Strong customer service and interpersonal communication skills, including tact and diplomacy
• Efficient time management skills and detail oriented
• Solid judgment and decision-making skills
• Be self-directed and able to multitask

• Ability to analyze reports and data
• Positive attitude, strong work ethic, and passion for managing projects to conclusion on time
• Proficient in Outlook, Word, Excel, PowerPoint, creating spreadsheets and presentation Licenses and Certifications:
• Current driver’s license with clear driving record and no restrictions. Must have the ability to operate company vehicles, rent vehicles, and the ability to drive long distances


Availability:
• Full-time position
• Must be able to travel

WORKING ENVIRONMENT:
• Work is mainly performed in a professional office environment. Travel to company, customers, trade shows, trade organizations, and vendor sites will be required
• Occasional work in outdoor operations environment
• Walking, standing, sitting, climbing, and balancing are frequent activities


REQUIREMENTS:
• Safety equipment and personal protective equipment must be worn when and where needed
• Willing to submit to pre-employment background verification
• Willing to submit to pre-employment drug test

The duties, responsibilities and qualifications in this posting are representative categories to be used by an applicant in deciding whether to apply for the position. These general guidelines do not constitute an exhaustive list of qualifications or essential functions of the position.

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