Manages $600M in annual revenue. Provides sales leadership in implementing both short and long term business strategies to maximize results for CSX and the Domestic business unit, including but not limited to achieving annual revenue, contribution, price, and volume plans. Manages the sales efforts and activities of a team of tengeographically based account focused sales professionals. Establishes and maintains customer relationships with key accounts at a level that provides influence to transportation decision makers in the effort of developing new business opportunities. Works collaboratively with other key business partners to develop and negotiate price proposals and car supply and service packages that meet customers needs and enable CSX to receive the appropriate value for the level of service provided.
Primary Activities and Responsibilities:
Implement strategies to generate profitable growth and achieve annual carload, revenue, contribution, and price plans.
Develop and enhance sales team via coaching, performance reviews, improving team member skills with training, holding career development discussions, and recruiting diverse talent for the future.
Represent CSX as the lead sales Director for the Domestic business unit leading the customer focused sales effort.
Provide leadership utilizing integrity and trust to motivate, inspire, and energize sales team members.
Effectively communicate vision and direction consistent with company and business unit goals.
Develop, collaborate, and prepare value propositions in support of market objectives that enables CSX to receive the appropriate value for the level of service provided.
Promote the development of strong long term relationships with internal and external customers.
Develop and maintain truckload and intermodal industry knowledge and expertise by attending various industry conferences and seminars.
Miscellaneous activities and responsibilities as assigned by manager.
Bachelors degree from an accredited institution required in Business Administration, Sales/Marketing, Supply Chain Management, Transportation, Logistics, Operations, or related major field of study
5 or more years of experience required in Business/Strategic Development, Sales/Account Management, Marketing, Supply Chain Management, Transportation, Logistics, or Operations
Equivalent Minimum Qualifications:
Bachelors or higher degree from an accredited institution required
7 or more years of experience required in Business/Strategic Development, Sales/Account Management, Marketing, Supply Chain Management, Transportation, Logistics, or Operations
In addition to meeting the above qualifications, any of the following are preferred:
Masters degree from an accredited institution in Business Administration, Sales/Marketing, Supply Chain Management, Transportation, Logistics, or Operations
5 or more years of supervisory work experience
Knowledge and Skills:
Knowledge of transportation market, competitive factors, and pricing strategies
Ability to be decisive and exercise good judgment
Microsoft Office skills
Ability to orchestrate multiple activities in a high-paced environment
Written and oral communication skills
Ability to communicate effectively with senior leadership and executive audiences
Ability to maintain composure in high stress situations
Cultural awareness and sensitivity
Ability to manage a geographic based sales team with significant travel requirements
The CSX Competency Framework is the foundation of our Talent Strategy and is what drives CSX performance. CSX accordingly selects and develops talent based on each of the following competencies: analyze issues and make effective decisions, advance the business, engage, coach, and build a diverse workforce, build partnerships, improve service quality and processes, execute effectively, demonstrate personal leadership, and demonstrate functional and technical agility.
50% travel required.
The applicant selected for this position may be required to successfully complete a background check and drug test. Passing results must be received prior to start date in new position.
Work inside an office environment.
Number of Openings
CSX - 18 months ago
CSX, based in Jacksonville, Fla., is a transportation company providing rail, intermodal and rail-to-truck transload services. Our...