Sales Manager

Requisition 38974: B4 - Sales Manager 

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Job Title: Sales Manager

Location: Atlanta, GA

Work Environment: Office-based with occasional field travel

Travel: Frquent 25%-50%

Primary Purpose

The Sales Manager is responsible for executing sales strategies, managing customer relationships, and driving revenue growth across assigned markets. This role combines strong product knowledge, strategic thinking, and negotiation skills to deliver tailored solutions that meet customer needs and align with Norfolk Southern’s commercial objectives. The Sales Manager plays a key role in identifying opportunities and ensuring customer satisfaction.

Principal Duties and Responsibilities

• Manage a portfolio of High Touch customer accounts, building and maintaining strong relationships through proactive engagement and solution-oriented service.
• Develop and implement sales strategies that align with broader business goals and adapt to changing market conditions.
• Apply a solid understanding of product offerings to position NS solutions effectively within customer supply chains.
• Use strategic thinking to align sales activities with long-term business initiatives and market dynamics.
• Analyze sales metrics and market conditions to inform decision-making and support revenue growth.
• Lead and support negotiations, clearly communicating NS’s value proposition and product benefits to achieve mutually beneficial agreements.
• Collaborate with internal teams including Marketing, Pricing, and Operations to ensure seamless customer experience.
• Attends industry events and conferences to establish market presence.
• Drives conversations and dialogue to fully vet and qualify new potential opportunities.

Core Competencies

• Product Knowledge – Solid understanding of NS offerings and their application in customer operations
• Relationship Management – Builds and maintains strong relationships by addressing needs and delivering tailored solutions
• Strategic Thinking – Understands the sales process and broader business initiatives to implement profitable strategies
• Analytical Skills – Proficient in interpreting sales data and market trends to support strategic goals
• Negotiation Skills – Demonstrates the ability to negotiate terms and conditions to achieve mutually beneficial agreements by understanding and communicating complex value propositions and product benefits

Qualifications

Education

• Preferred: Bachelor’s Degree in Business, Marketing, Logistics, or a related field

Experience

• Minimum: 4–6 years in B2B sales, transportation, or logistics
• Preferred: 6–8 years with experience in customer-facing roles and strategic account management

Technical Skills

• CRM Systems – Salesforce or similar platforms
• Data Analysis Tools – Excel, Power BI
• Presentation Tools – MS PowerPoint, Canva
• Sales Enablement Tools – Familiarity with digital sales platforms preferred

Career Path

Predecessor Roles:

• Pricing Analyst
• Field Sales Manager

Future Opportunities:

• Senior Sales Manager
• Senior Field Sales Manager
• Director Sales

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.