National Account Manager - UP/CN/BNSF

General Summary: 

This position is responsible for promoting the company's complete line of diversified services to national account clients in order to achieve profitable revenue growth at an acceptable expense level.

Positions reporting to this position: None  

Duties and Responsibilities: 

*Establishes and maintains effective communication and working relationships with customer executives/managers

*Responsible for sales growth and diversification of services sold to assigned accounts 

*Develops/plans revenue growth, customer service requirements, profitability and expense control within assigned accounts

Identify customer service needs, changes, modifications required to meet market demands

*Provides customers information as requested, problem solves and coordinates customer solutions

*Utilizes resources to identify market trends within railroad industry and identify/qualify competition

*Responsible for keeping current on industry trends and industry knowledge in order to fulfill sales targets and objectives

*Identifies and maintains potential clients within the railroad industry using advertising campaigns, mailing lists and personal contacts

*Effectively communicates and coordinates Account Plans for the company.  

* Must pass background checks to be allowed on railroad property. 

Assists in the training of Business Development Managers, National Account or other key management position on an as needed basis

Performs other incidental and related duties as required.

Educational Requirements: 

Bachelor's degree (B.A.) from four-year college or university

Required Certification/Licensure: None

Experience Requirements: Five years’ related experience and/or training; or equivalent combination of education and experience.

Knowledge/ Skills: Strong ability to effectively communicate technical information to all types of people, both verbally and in writing; ability to multitask; strong communication, decision-making, analytical, problem solving and interpersonal skills

Strong knowledge of conceptual/strategic selling methodology 

Ability to influence people and negotiate

Ability to think on a strategic “big picture” level

Ability to close business sales and demonstrate results

Ability to coach and team build

Physical Demands: Must be able to lift/carry materials up to 50lbs., move about the office, turn on and operate a computer in the applicable environment, communicate efficiently and effectively on the telephone and in person, and complete required paperwork.  

Travel: Subject to long, irregular hours and 24-hour on-call availability. Must be able to travel 60% of the time. Driving for extended periods.

Working Conditions: Indoor and external working environments. The employee is exposed to outside weather conditions, extreme cold, extreme heat, including wet and/or humid conditions. The employee is occasionally exposed to moving mechanical parts; high, precarious places; risk of electrical shock; vibration; fumes or airborne particles, toxic or caustic chemicals, explosives, and risk of radiation. The noise level in the work environment is usually quiet (with exception of work done on-site). 

Position Interacts With (indicate internal and external contacts):

Company and subsidiary company staff and management; and customers, contract staff, suppliers and vendors