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Regional Manager Iowa/Manager Marketing & Development  (Full-Time)
Location: Mason City, IA
Job Type: Management

Job Title: Regional Manager Iowa/Manager Marketing & Development                

Department: Northern Plains Rail Services 

Division: Northern Plains Rail Services

Reports to:  Executive VP & Chief Marketing Officer       

Job Status: Full Time-Exempt                         

Schedule: Variable, travel 60%                                                                                  

Location: Mason City, IA & surrounding area; headquartered at Mason City.

 

Summary:

This position for Northern Plains Rail Services (NPRS) will provide specific leadership as an individual contributor to profitably grow and expand our business objectives within the state of Iowa.  Specifically, this position will coordinate, prioritize, market, and over the longer term potentially manage the entirety of Northern Plains Iowa business. 

Essential Duties and Responsibilities are, but are not limited to:

Strategic Organizational Management: 

•Identifies, involves, educates, and cultivates sales and marketing relationships with current and potential clients.

•Responsible for generating profitable revenues for NPRS affiliated companies by growing the business throughout the region with new and existing customers.

•Work in partnership with NPRS business unit leaders, support teams, and marketing and sales to insure alignment of business and operational growth strategies and capabilities.

•Develop and execute effective and efficient customer prospecting strategy and approach. 

•Performs market analysis and maintains competitive market intelligence within the region, transitioning and responding innovatively to various market and competitive forces as appropriate. 

•Lead and or participate in various business development initiatives delivering enterprise-based growth and value. 

•Analyze ratemaking and pricing situations to maximize profitability, making recommendations accordingly.

•Develop a strong knowledge of served industries and customer needs, applying professional listening, and selling skills to converse intelligently about customers’ business and NPRS operations.

•Participate and or lead various regional projects, business development initiatives, and or analysis.  

•Build and inspire trust and confidence with new and existing customers.

•Assist and consult with customers and or shippers regarding various rail oriented industrial and or business development growth initiatives.

•Participate in annual/seasonal volume and or financial forecasting activities.

•Represent NPRS and related businesses at various industry conferences, events, and meetings – especially focused on Iowa.  

•Initiate, coordinate, and lead customer group market and informational meetings. 

•Interact with various area trade groups, customers, economic developers to attract new business.

•Development, negotiate, and execute contracts, quotes, and other sales-oriented documentation.

•Lead the facilitation of various customer service issues/needs with customer, utilizing NPRS internal resources.

•Lead and or assist with development and implementation of marketing and sales materials and tools.

•Maintain a robust a database of contacts, target markets for all NPRS and its affiliated companies’ customers and potential customers.

•Ability to follow company safety procedures and maintain an overall level of safety awareness when in the work environment.

•Ability and willingness to learn key business and operational aspects and details pertaining to individual NPRS businesses. 

•Implementing a variety of new business initiatives to drive sales.

•Inform of funding availability, loans, and grants.  Periodically generate support letters from customers and lawmakers.

•Make recommendations to executive management on business strategy, leads, investments, and opportunities.

•Together with departmental leads, primarily Mobile Railcar Mechanical and Complete Track Works, Inc. to assist in scheduling jobs and projects. 

•Develop and maintain strong relationships with regional/local economic development organizations, state and local government entities and leaders and corporate and local relationships with railroads operating within Iowa, including BNSF, CN, UP, CPKC, IAIS and others. 

 

**Sales targets for this position will be established as part of regular annual objective setting**

 

Competencies:

To perform this job successfully, an individual should demonstrate the following competencies:

•Excellent marketing and sales abilities.

•Ability to effectively collaborate internally within the organization to prioritize business needs. 

•Possesses a strong sense of curiosity leading to the development of new and innovative opportunities, problem solving, and procurement and sharing of market intelligence. 

•Ability to create trust and manage business activity and relationships with a high level of integrity.

•High Impact Communications and Influencing/Negotiating – Creates open channels of communication; keeps others well informed; listens carefully to input and feedback and encourages others to express contrary views; builds trust, confidence and inspires support through a convincing communications style; promotes and sells ideas persuasively; shapes the opinion of key stakeholders; promotes and projects a positive image of the organization; wins acceptance for proposed changes &and new initiatives; works through conflicts to create win/win results; negotiates skillfully to get the best deal possible.

•Proven strong leadership, influencing, and collaboration skills. 

•Strong sense of customer service and relationship management skills

•Self-driven. Demonstrated ability to work independently and manage multiple projects with strong sense of urgency.

•Communication – Best oral and written skills needed to communicate throughout the company, with customers, other railroads, and partners.  Effective communication and collaboration with all departments, including senior management is required.

•Business Skills – Must possess solid business skills to determine profitable products and to negotiate agreements with customers.

•Systems, data management and IT skills, specifically within Microsoft 365 suite of applications.

•Ability to price NPR and its affiliated companies’ services in a competitive environment.

•Demonstrated proficiency, resiliency, and persistence necessary for meeting sales objectives.  

•Skilled in problem solving, creativity and innovation.

•Willingness to learn and ability to apply professional listening and selling skills to converse intelligently about customers’ business and NPR and its affiliated companies’ operations.

•Strong safety culture mindset and understanding.

•Flexibility to accept changes and react willingly, appropriately and in a timely manner.

•Must be available for travel and overnight stays.

•Perform other miscellaneous duties as assigned.

 

Physical Demands: 

Reasonable accommodations may be made to enable individuals with disabilities to perform the physical demands listed below:

•Position involves Constant (67-100%) viewing of various types of close visual work, cognitive decision making, and talking and hearing either on the telephone or in person. Frequent (34-66%) standing, sitting, or walking and traveling. Occasional (10-33%) stooping, reaching pushing, pulling, lifting, and exerting up to 10 pounds.  May be stressful at times due to interruptions and multiple job duties to be completed.

 

Environmental:

•Position involves working in an office setting and traveling to meet with customers. Incumbent is not substantially exposed to adverse environmental conditions or noise levels.  The job requires the individual to follow NPR and its affiliated companies’ federal standard safety procedures and to avoid possible injuries.

 

Education and Training:

•Education: Bachelor’s Degree in business, economics, marketing, or related fields - required.    8-10 years of related experience equivalency considered in lieu of required education. 

•Experience: Individual must possess a minimum of 8-10 years of directly related industry and or sales experience. Railroad commercial experience and or industry experience in agriculture, energy, or bulk commodities preferred.  

•Background and understanding of various market economics and key drivers. Schedule: Variable, travel 60%   

•Project management and negotiation background preferred.

•Proficiency in MS Word and Excel required.

•Strong understanding and knowledge of the North American rail freight market and associated networks.

•Excellent communication skills.

•Mobility, Passport is required for business travel to Canada.

•Must possess and maintain a current and valid driver’s license and be insurable under NPRC’s commercial auto policy throughout NPR and its affiliated companies’ employment.  

 

Requirements of Joining Our Team: 

Our comprehensive pre-employment process ensures the well-being and integrity of our team. To join our organization, candidates are required to: 

 

    1.    Provide professional references to validate qualifications and character.

    2.    Complete a comprehensive background check to confirm suitability for the position. 

 

We value transparency and the safety of our employees and customers, and these steps are essential in upholding our commitment to excellence.

 

This job description is not intended to represent a complete, comprehensive list of all duties and responsibilities that may be required in this position. There may be unplanned activities and other duties assigned. This Job Description may change at any time as declared by Management. 

 

NPR is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race,

color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran, or any other

characteristic protected under local, state, or federal statute, ordinance, or regulation.

 

Signature:

Employee signature below constitutes the employee’s understanding of the requirements, essential functions, and duties of the position.

Employee Signature: ________________________________________________     Date: ____________________________________

 

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