Job Description

Requisition 35959:

#LI-VS1

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Location: Miami, FL

Primary Purpose:

Engage customers to define problems in their supply chain and create solutions. Rail Integrated Sales Manager will leverage experience to effectively problem solve and guide customers to understand the benefit of Norfolk Southern\'s Door to Door truck solution. They will be responsible for quickly assessing assigned regions for customers with LTL and FTL spend and build out a pipeline of business to grow market share. Rail Integrated Sales Manager must be a self-starter who is highly skilled at cold calling a new-to-rail customer base that currently has LTL and FTL spend

Principal Duties:

• Identify opportunities in the Less-than-Truckload and Full Truckload markets to convert truck to rail
• 10 to 15 cold calls per day on prospect accounts and locate decision makers
• Build and maintain relationships with decision makers
• Leverage LTL trucking experience to bridge customers experience with trucking to convert to rail
• Develop relationships with customers, industry contacts, contact referrals, and networking
• Develop a sales pipeline to generate qualified leads, qualifying accounts
• Collaborate with internal market managers to connect with customers in their respective markets
• Maintain and update customer files in Salesforce
• Problem solve and create solutions to reach customers not currently served by rail
• Facilitate on-boarding process of new accounts
• Manage day to day LTL administrative functions, i.e. image retrieval, BOL/POD completion, claims exceptions and notations.
• Engage dock employees and drivers to ensure customer satisfaction.
• Achieve weekly, monthly, and quarterly individual sales goals as defined
• Communicate goals, deadlines, and solution requirements to drive operational agility to meet customers\' expectations

Job Related Experience:

• Minimum Level: 3-5 years
• Preferred Level: 6-10 years
• 2+ years of Business-to-Business local sales experience
• Less-Than-Truckload sales experience
• Less-than-Truckload pricing and contract negotiation experience
• Firm understanding of NMFC and density-based pricing
• Less-than-Truckload operations experience is a plus
• Face to face cold calling experience is required
• Ability to manage a geographic territory
• Ability to build and maintain a robust customer pipeline

Education

Preferred Level: Bachelor\'s Degree (MA, BA)
Preferred Majors: Business Administration and Management/Marketing Management and Research/Transportation Operations and Logistics

Skills and Abilities:

• Strong written and verbal communication skills
• Planning and closing skills
• Organization skills
• Time management skills
• Experience with customer relationship management (CRM) tools
• Ability to learn and adapt quickly
• Teamwork skills
• Strong customer service skills
• Highly self-motivated
• Multitasking skills
• Budget management
• Enthusiasm and a positive attitude
• Resilience and perseverance

Work Conditions

Environment: Field and Office Work

Shift Work: No

On-Call: Yes

Weekend Work: Yes

Travel Required: 3-5 Days per Month,

Company Overview

Since 1827, Norfolk Southern Corporation (NYSE: NSC) and its predecessor companies have safely moved the goods and materials that drive the U.S. economy. Today, it operates a customer-centric and operations-driven freight transportation network. Committed to furthering sustainability, Norfolk Southern helps its customers avoid 15 million tons of yearly carbon emissions by shipping via rail. Its dedicated team members deliver more than 7 million carloads annually, from agriculture to consumer goods, and is the largest rail shipper of auto products and metals in North America. Norfolk Southern also has the most extensive intermodal network in the eastern U.S., serving a majority of the country\'s population and manufacturing base, with connections to every major container port on the Atlantic coast as well as the Gulf of Mexico and Great Lakes. Learn more by visiting .

At Norfolk Southern, we believe in celebrating our individuality. By leveraging the unique backgrounds and viewpoints of our employees, we can create a culture of innovation, respect, and inclusion. We know that employees thrive in a workplace where differing viewpoints, ideas, and experiences are freely shared and valued. As such, we encourage all employees to contribute their distinctive skills and capabilities to our organization.

Equal employment opportunities are available to all applicants regardless of race, color, religion, age, sex, national origin, disability status, genetic information, veteran status, sexual orientation, and gender identity. Together, we power progress.

Norfolk Southern