Group Sales Manager Business Development

Requisition 38310: B5 Group Sales Manager Business Development 

A resume helps you stand out to hiring managers and recruiters; your resume communicates your experience and your brand. While it is not required, we encourage you to include an up-to-date resume along with a  completed job application to give you the best opportunity to be considered. A complete resume helps us to better understand your unique  background, relevant experiences, and passions. We look forward to learning about you.

Norfolk Southern offers a unique opportunity to be part of our proud legacy that spans nearly 200 years. We are a customer-centric, operations-driven team dedicated to advancing safety, serving communities, and driving innovation for tomorrow's rail.  As part of Norfolk Southern, you’ll join a collaborative team where there are opportunities for growth across the organization. We are building a culture where everyone can thrive by owning and driving exceptional results, being humble and leading with trust, serving our customers with excellence, and collaborating and coaching to win.

Primary Purpose:

Manages a team to execute the departmental and corporate marketing and sales plans with a select group of domestic customers.  Implements directed strategies in the domestic Intermodal marketplace in order to achieve optimal profitability and growth objectives for those accounts.

 Principal Duties:

• Team Leadership & Development:
  • Manage, coach, and develop a high-performing Business Development team.
  • Set clear goals, KPIs, and performance metrics aligned with sales targets and growth initiatives.
  • Foster a culture of accountability, collaboration, and continuous improvement.
• Sales Strategy & Execution:
  • Develop and execute a comprehensive sales strategy focused on market expansion and customer acquisition.
  • Identify new business opportunities and emerging market trends within domestic intermodal transportation.
  • Collaborate with pricing, equipment, operations, and senior leadership to align initiatives and resources.
• Client Relationship Management:
  • Build and maintain strong relationships with key accounts, prospective clients, and industry stakeholders.
  • Ensure a high level of customer satisfaction through solution-oriented selling and proactive engagement.
• Forecasting & Reporting:
  • Analyze sales performance and market data to deliver accurate forecasts and business insights, in collaboration with the Yield Team.
  • Provide regular reports and updates to senior leadership on pipeline status, wins/losses, and key initiatives.
• Process Improvement & Innovation:
  • Recommend and implement process improvements to enhance team efficiency and effectiveness.
  • Leverage technology and CRM tools to streamline sales operations and reporting.

Job Related Experience:

Minimum Level: 1-2 years

Preferred Level: 3-5 years

Education: 

Preferred Level: Bachelor's Degree (BA, BS) Preferred Majors: Business, Economics, Marketing

Technical Skills:

• Typing
• MS Word/Word Processing
• MS Powerpoint/Presentations
• MS Excel/Spreadsheets
• MS Access/Database Development

Skills and Abilities:

• Planning and Organization, often having to meet tight deadlines
• Negotiating and Decision Making
• Goal Orientation
• Customer Service
• Communication ability at a high level to drive thoughtful approach to sales and problem solving
• Analytical Thinking

• Written Communication

Work Conditions

Environment: Office

Shift Work: No

On-Call: No

Weekend Work: Yes

Travel Required: Yes 7-10 Days per Month

Company Overview

Since 1827, Norfolk Southern Corporation (NYSE: NSC) and its predecessor companies have safely moved the goods and materials that drive the U.S. economy. Today, it operates a customer-centric and operations-driven freight transportation network. Committed to furthering sustainability, Norfolk Southern helps its customers avoid 15 million tons of yearly carbon emissions by shipping via rail. Its dedicated team members deliver more than 7 million carloads annually, from agriculture to consumer goods, and is the largest rail shipper of auto products and metals in North America. Norfolk Southern also has the most extensive intermodal network in the eastern U.S., serving a majority of the country’s population and manufacturing base, with connections to every major container port on the Atlantic coast as well as the Gulf of Mexico and Great Lakes. Learn more by visiting www.NorfolkSouthern.com.

At Norfolk Southern, we believe in celebrating our individuality. By leveraging the unique backgrounds and viewpoints of our employees, we can create a culture of innovation, respect, and inclusion. We know that employees thrive in a workplace where differing viewpoints, ideas, and experiences are freely shared and valued. As such, we encourage all employees to contribute their distinctive skills and capabilities to our organization.

Equal employment opportunities are available to all applicants regardless of race, color, religion, age, sex, national origin, disability status, genetic information, veteran status, sexual orientation, and gender identity. Together, we power progress.