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Director, Marketing & Sales  (Full-Time)
Location: Fargo, ND
Job Type: Sales/Marketing

Summary:

This position is responsible for sales and marketing across all business and services within Northern Plains Rail Companies with the intent of generating quality and sustainable revenue, overall business growth, and customer service. The positions sales and marketing focus pertains specifically to activities and services within the companys short line railroads, track construction, railcar and locomotive mechanical, transload/switching, and third- party consulting businesses. The position is expected to seek out and prospect for new business as well as expand existing customer growth opportunities enhancing customer satisfaction and value through strategic sales, industry specific marketing initiatives, and relationship management. Position requires strong market knowledge, the ability to assess competitive forces, anticipate customer needs and develop solutions to maximize overall stakeholder value. The position serves a key role in seeking to meet the goal of an expanded and diversified customer base, best in class service, and long-term sales growth and profitability.

Essential Duties and Responsibilities 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 the Northern Plains Rail Companies (NPRC) by growing the business through new and existing customers.
• Work in partnership with NPRC business unit leaders and support teams to insure alignment of business and operational growth strategies and capabilities.
• Serve as the key commercial liaison for partner Class 1 railroads, as well as Northern Plains Railroad customers/shippers, and key industry participants.
• Develop and execute effective and efficient customer prospecting strategy and approach.
• Develop action plans to maximize NPRC participation and engagement across customers overall business.
• Performs market analysis and maintain competitive market intelligence, transitioning and responding innovatively to various market and competitive forces as appropriate.
• Analyze rate-making and pricing situations to maximize profitability.
• Develop a strong knowledge of served industries and customer needs, applying professional listening and selling skills to converse intelligently about customers business and NPRC operations.
• Participate and or lead various 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.
• Represent NPRC and related businesses at various industry conferences, events, and meetings.
• Initiate, coordinate, and lead customer group market and informational meetings.
• Interact with various area trade groups, customers, economic developers to attract new business to the entire NPRC.
• Develop, negotiate, and execute contracts, quotes and other sales-oriented documentation.
• Lead the facilitation of various customer service issues/needs with customer, utilizing NPRC 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 NPRC customers and potential customers.
• Ability to establish courses of action for self and/or others to accomplish specific goals, to establish objectives, schedules and priorities.
• Lean and apply policies, procedures and regulations required by NPRC and both U.S. and Canadian regulatory authorities.
• 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 NPRC 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.

**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:

• 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 & 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.
• Ability to price NPRC 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 NPRC operations.
• Strong safety culture mindset and understanding.
• Flexibility to accept changes and react willingly, appropriately and in a timely manner.
• Ability and willingness to build and manage strong relationships with customers, potential customers and others within the industry.
• 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 NPRC and federal standard safety procedures and to avoid possible injuries.

Education and Training:

• Education: Bachelors 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.
• 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 drivers license and be insurable under NPRCs commercial auto policy throughout NPRC employment.

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.