Director, Sales & Marketing - Industrial Switching

SUMMARY:
The Sales Director, Industrial Switching is responsible for growing the organization’s onsite rail services portfolio to ensure that the company achieves its financial and strategic goals. This person 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 Sales Director is also required to build relationships and plan persuasive approaches with existing customers to retain and increase profitability by presenting new and innovative solutions and marketplace services. The Sales Director 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 industry partner relationships, the solutions/services the company provides, and the competitive landscape.

This position is not covered by Railroad Retirement.

• 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 customized proposals that comprehensively address 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, sales, industrial development, engineering, real estate, customer service, commercial support, etc.) to design and execute business objectives with follow up and analysis of the results
• Initiate proposals, renewals, and negotiate contracts
• Identify and develop the company’s unique selling and value propositions and differentiators
• Attend and/or participate in industry functions, such as association events and conferences, and provide feedback and information on market trends
• 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
• Manage other projects and perform other duties as assigned

• Be a results-driven professional, able to excel in a demanding and fast-paced environment
• Ability to take ownership and effectively manage long and short-term projects from start to finish
• Maintain excellent multi-tasking, time management, and sales call planning skills
• Be organized, detail-oriented, possess strong verbal and written communication skills, and have a strong ability to collect, analyze, and summarize data
• Have strong working knowledge of Microsoft Excel, Word, and PowerPoint; CRM experience preferred

• Prior knowledge of contacts, services, pricing, etc. in a rail-related business (preferably industrial switching)
• Proven record of increasing revenue in a rail-related sector
• Business development and experience with pricing and/or customer relations and sales within the freight logistics industry is preferred

Job Location: TBD
Overnight Travel: 15-25%
Position Type: Full-Time/Regular
Position Employed By: Rail Link Inc.

• Bachelor’s Degree in Marketing, Business, Supply Chain/Logistics, Finance or equivalent degree and/or equivalent work experience

• Valid driver’s license

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.