Description

Basic Function:

Responsible for accomplishment of sales goals and objectives in support of our business. Identify and develop opportunities to increase our existing customer base and expand the company's business platform. Includes all areas of our business (i.e. Car Repair, Load Adjust, Bridge Span Replacement, Rerail Services, Track Services, Equipment Recovery, Crane/Heavy Equipment rebuilds/maintenance, etc.)

Responsibilities

Essential Functions:

1. Identifies and acts on opportunities to develop new customers in order to expand our business platform. Pursues potential opportunities as needed to close sales.
2. Creates and is accountable for client proposals, with approval of Vice President. Coordinates development of proposals/quotes with Division Managers, Assistant Vice Presidents and other members of the Executive Leadership Team as directed.
3. Maintains and expands relationships with current customers through participation in various business and social functions.
4. Identifies new opportunities through network of business, local officials and governmental agencies. Partners with network members in order to obtain mutually beneficial contract/work.
5. Responds to emergency derailments in order to further customer relationships and provide support to field personnel, tends to details necessary to achieve timely and accurate billing at the end of a given job and to extend network of railroad contacts.
6. Plans and organizes daily work activities in order to schedule calls on existing or potential customers. Seeks assistance from other management as may be necessary.
7. Prepares weekly itinerary outlining activities, travel plans/destinations, customer contacts, networking and sales/business development functions/events planned for the upcoming week ensuring submission by close of business each Friday to the Vice President.
8. Provides a daily summary to the Vice President capturing relevant details of each days' activities to include customer names, locations/sites visited, opportunities discussed, plans for future contact/follow-up and strategy for pursuing business relationships that will lead to an expanded customer base and increased market share. Prepares analysis of sales/sales potential, sales forecasts and other reports as maybe requested.
9. Monitors competition by gathering marketplace information on pricing, products, services, service performance, etc.
10. Resolves customer complaints by investigating problems, developing solutions, preparing reports, making recommendations to management and following-through until customer issue is resolved. Understands client's needs.
11. Maintains professional and technical knowledge by attending meetings, workshops, training, utilizing professional publications, establishing personal/professional network and participation in various trade associations.
12. Maintains the highest level of confidentiality with regard to our proprietary information.
13. Other duties as assigned.

Required Travel: Up to 75% in order to call on potential and existing customers.

Participation in networking and other social/business promotion events,

attend various meetings and visit job-sites.

Qualifications

Required Skills and Experience:

1. Must have internal motivation for sales.
2. Demonstrated success in achieving sales goals, meeting customer demands, prospecting new customers, and negotiating in a very competitive environment.
3. Must project self-confidence.
4. Must be proficient at working independently, prioritizing tasks and coping with stress
5. Solid communication skills in order to effectively utilize all forms of media (verbal, written, email, presentations, etc....), and maintain consistent communication with Sr. Manager of Business Development, Division Manager, Department Director and Dispatch as required.
6. Proven ability to complete reports and associated paperwork accurately and efficiently.
7. Computer skills including MS office, Outlook and other software programs.
8. Able to read, write and speak English.

Physical Demands:

1. Ability to answer phones in order to assist internal and external customers.
2. Walking / carrying / lifting items associated with normal office work (not to exceed 50 lbs.).
3. Ability to stand and work outside in all weather conditions.

Required Certifications and Licenses:

1. Valid Driver's License and safe driving record.
2. High School Diploma or GED with at least 5 years of related work experience.