Account Manager

Relocation: Yes
Tax Status: FICA
Travel Requirements: 30%

POSITION OVERVIEW/PURPOSE
Position provides sales coverage to existing and potential CSX Intermodal customers within the geographical scope of territory assigned. Critical objectives are to maintain and grow traffic from existing customers, develop and strengthen relationships with beneficial cargo owners, Intermodal Marketing companies, Truckload / Private asset owners, Steamship Lines as well as selected retail accounts. Significant emphasis will be on developing new business and growing the traffic base.

ACCOUNTABILITIES/ RESPONSIBILITIES
Manage client relationships with key decision-makers for select accounts
Develop new relationships in growth areas
Maintain and expand existing relationships with customers and port authorities.
Act as sales contact for all CSXI products across all channels, including Steamship Line, IMC, Truckload carriers.
Understand regional market characteristics and customer needs across channels, and their implications for growing the business
Develop sales plans, budgets, and forecasts in Salesforce.com for territory
Monitor sales performance vs. targets and expense variance vs. budget

SCOPE
Territory revenue and volume growth and performance vs. plan for owned and shared accounts
Territory G&A cost
Customer satisfaction index sales satisfaction
Growth in business
Relationships developed
% converted to agreements or contracts
Customer utilization of chassis pools at territory terminal locations

PROBLEM SOLVING
Position will have some degree of latitude to problem solve issues related to sales / negotiation strategy and customer relationships to ensure that key metrics are met

DECISION MAKING
Position must be able to make critical decisions that will directly affect CSXI revenue and volume. Position will prepare territorial sales strategy and budget, with final approval required from direct manager. Position will also be responsible for recommending sales strategy required to achieve performance targets. CSX Intermodal, headquartered in Jacksonville, Fla., is one of the nation's largest coast-to coast intermodal transportation providers. The company offers customers the value of rail combined with the advantages of trucking through multimodal movement of domestic highway trailers, premium parcel business and international steamship containers across North America. At CSX, two of the company's core values are People Make The Difference and Safety Is A Way of Life. We are committed to offering our team members the most competitive compensation and benefits package available, unlimited opportunities for development and growth throughout an exciting and rewarding career, and the safest work environment possible.

As an equal opportunity employer, CSX encourages workforce diversity. It is the policy of CSX to afford equal employment opportunity to all individuals, regardless of their race, color, creed, religion, sex, national origin, age, marital status, military/veteran status, protected characteristics, or any non-job-related disability or medical condition.
REQUIREMENTS
KNOWLEDGE & SKILL
Communication skills
Relationship-building and networking skills
Exceptional negotiation skills
Understanding of all CSXI products, pricing, customer economics, operations, market environment and trends, etc.

LEADERSHIP & BEHAVIORAL COMPETENCIES
Drive for results strong work ethic ?to ensure achievement of annual growth targets
Strategic agility ? to anticipate market trends and customer needs and develop a sales strategy to capture opportunities as well the ability to close the sale.
Priority setting to effectively align sales efforts against new business opportunities
Customer focus to build, maintain and improve customer relationships with CSXI
Building effective team to develop team cohesion and alignment with goals among the geographically dispersed internal customer base, and to establish clear and frequent communication within and across functional groups.

EDUCATION & EXPERIENCE
Bachelors degree in business, transportation, or finance preferred
At least 5 years of experience in a sales role
At least 5 years of experience in the freight sector, or comparable experience
Deep knowledge of intermodal products and services

CSX has a strong compensation and benefits package including: Management Incentive Compensation, Medical, Dental, Flexible Spending Account, Life Insurance, 401K, Company Pension Plan, Tuition Reimbursement, Prepaid College (529) Plan, Short and Long Term Disability, Corporate Discounts with most car manufacturers, wireless carriers, appliance manufacturers and national bookstore chains.

CSX Corporation, a Fortune 500 company headquartered in Jacksonville, Fla., is a multi-modal freight transportation company serving customers across North America. Through its primary subsidiary, CSX operates the largest railroad in the eastern United States with operations in 23 states, the District of Columbia and two Canadian provinces. CSX also includes an integrated intermodal company which serves customers with its own truck and terminal operations as well as a dedicated domestic container fleet. Other CSX subsidiaries provide technology and real estate support to the company. These subsidiaries combine to allow CSX to deliver efficient freight alternatives to customers in a variety of industries, including coal, chemicals, automobiles, metals, agricultural and forest products, food and consumer goods.