Director Planning and Yield

Job Description

Primary Purpose:

Provide support for the Intermodal & Automotive commercial team on department budgeting, project development and planning.  Plans, directs and implements market and pricing and equipment strategy for Domestic Intermodal, with a focus on improving yield.  Member of the Intermodal and Automotive leadership team to review current trends, analyze competitive factors and determine a strategy that is in line with corporate and departmental goals.

Principal Duties:

• Oversees the development of the department’s budgets and forecasts, the analysis of actual results, and the regular and ad hoc reporting of the department’s profitability measures.
• Evaluates current trends in the marketplace to drive pricing and equipment strategies.  Sets goals for the pricing team related to driving pricing strategy.
• Directs teams in the development of key reporting indicators to identify the elasticity of price and equipment utilization, ensuring that maximum yield is captured from the market.
• Strategize with NS subsidiary companies, TDIS and Triple Crown, ensuring their pricing processes support departmental goals.
• Direct an equipment team responsible for 1) demand forecasting equipment needs, 2) coordinating supply with IM Operations, and 3) analysis of relevant data to assist the commercial team to manage demand owned container and chassis equipment on a tactical basis.
• Executes domestic intermodal foreign rail strategy, including justifying and launching new interline services and equipment programs.
• Strategizes with internal and external IT resources dedicated to the domestic pricing and equipment teams in an effort to streamline processes and develop the necessary tools to effectively create and manage yield decisions and develop new customer products.
• Manages and develops a team of 9 people

Job Related Experience:
   Minimum Level:  6-10 years
   Preferred Level:  11-15 years

Education:
   Required Level:  Bachelor’s Degree
   Preferred Level:  MBA
   Preferred Majors:  Business

Licenses / Certifications:
   Required:  None listed
   Preferred:  None listed

Technical Skills:
 - MS Excel/Spreadsheets
 - MS Powerpoint/Presentations
 - MS Word/Word Processing
 - Spotfire and other analytical tools

Skills and Abilities:
- Strong Analytical Skills and Thinking 
- Initiative
- Communication Skills
- People Development
- People Management

Career Path:
   Predecessor Jobs:

   Future Jobs:
      - Group Vice President or Assistant Vice President

Job Family    Manager of Others

Work Conditions    

Environment:  Office
Shift Work:  No
On-Call:  Yes
Weekend Work:  Yes
Travel Required:  5-10 Days per Month