Sr. Market Manager

Requisition 38972: B5 - Sr. Market Manager 

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Job Title: Sr. Market Manager

• Location: Atlanta, GA
• Work Environment: Office-based (4 days per week in office, 1 day remote)
• Travel: Minimal (1-2 days per month)

Primary Purpose

The Senior Market Manager leads the development and administration of pricing structures and strategies across designated customer groups. This role also drives strategic pricing transformation initiatives, oversees pricing systems and user adoption, and leads onboarding training. The position plays a key role in shaping pricing strategies with long-term revenue goals and market trends.

Principal Duties and Responsibilities

• Oversee pricing and system administration for assigned customer groups, ensuring alignment with strategic revenue management goals.
• Collaborate with internal stakeholders including Sales, Marketing, Finance, and Operations to ensure effective pricing strategies and policy alignment.
• Partner closely with sales and contracting group to develop innovative negotiation strategy that drives long-term value.
• Guide enhancement strategies and roadmap development for commercial technology platforms, supporting change management and implementation of pricing transformation initiatives.
• Develop and implement training strategies across the Commercial Division to support performance improvement and cross-departmental collaboration.
• Utilize financial and market forecasting to shape future pricing models and guide pricing strategy.
• Lead the development and implementation of revenue/volume forecasting models using predictive analytics to optimize pricing outcomes.
• Acts as a subject matter expert for respective market including the most up to date knowledge of competition, market headwinds, market tailwinds, and Norfolk Southern corporate growth strategy
• Direct the strategy and content development for team onboarding, including new hires, management trainees, and interns, fostering a culture of leadership and continuous learning.

Core Competencies

• Product Knowledge – Advanced understanding of product offerings and how they integrate with broader customer goals and industry trends
• Industry Expertise – Deep understanding of market dynamics to advise on pricing strategies and their bottom-line impact
• Strategic Revenue Management – Drives long-term pricing initiatives aligned with strategic revenue goals
• Revenue/Volume Forecasting – Leads predictive pricing strategies to optimize revenue
• Financial & Market Forecasting – Applies advanced analytics to shape pricing models and guide strategy
• Innovative Deal Structures – Designs multi-layered pricing solutions to deliver long-term customer and business value
• Change Management & Implementation – Leads pricing transformation initiatives and strategic change efforts
• Sales Knowledge – Advanced understanding of the sales lifecycle and pricing’s role in customer acquisition and retention
• Leadership – Mentors and develops team members, fostering a high-performance culture
• Analytical Thinking & Problem Solving – Strong ability to interpret data and develop actionable insights
• Communication & Collaboration – Effective communicator and cross-functional team leader
• Planning and Organization – Strong project and time management skills

Qualifications

Education

• Preferred: Bachelor’s Degree (BBA or MBA) in Business or a related field

Experience

• Minimum: 6–10 years in pricing, commercial strategy, or transportation/logistics
• Preferred: 10+ years with leadership experience in pricing or commercial operations

Technical Skills

• MS Excel – Advanced data analysis and modeling
• MS PowerPoint – Executive-level presentations
• Forecasting & Analytics Tools – Experience with pricing or financial modeling software is a plus
• Digital Marketing Tools – Canva or similar platforms
• Project Management Tools

Career Path

Predecessor Roles:

• Market Manager
• Sales Manager

Future Opportunities:

• Director Marketing
• Director Process & Analytics
• Director Customer Logistics

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.