Railserve Regional Sales / Business Development Manager, Canada

Job title: Railserve Regional Sales / Business Development Manager, Canada

Job description: Railserve, Canada

Come join a team where People make the difference! As a part of Marmon Holdings, Inc., a highly decentralized organization, we rely heavily on people with the aptitude, attitude, and entrepreneurial spirit to drive our success, and we’re committed to attracting and retaining top talent.

RAILSERVE CANADA

REGIONAL SALES / BUSINESS DEVELOPMENT MANAGER

Comprehensive Industrial Services From One Trusted Source.

Experts in Rail Services

Railserve is the leading provider of on-site rail services in North America. We provide locomotives and trained personnel to safely and efficiently move railcars and materials within industrial, manufacturing, and production plants.

Our core on-site services include:

Rail Switching

Material Handling

Transloading Terminal Operations

Railcar Repair

Track Maintenance

We also provide several other vital services for industry through our parent company, Marmon Rail. Railroad Services include locomotive service, railroad track construction, maintenance & repair, locomotive sales & leasing, and more.

RAILSERVE CANADA

REGIONAL SALES / BUSINESS DEVELOPMENT MANAGER

Candidate requirements include legal eligibility to work throughout Canada without sponsorship.

Ability to work from home in the Edmonton or Calgary area with travel as necessary.

ABOUT MARMON RAIL ON-SITE SERVICES: Marmon Rail On-Site Services through its subsidiaries Railserve, Inc, UTLX Field Services, Procor, Prolium and Proterra offer the most geographically diverse and broadest range of railcar switching, material handling, railcar repair & inspection, and storage tank maintenance & cleaning services in North America. We are the railcar experts. Our technical sophistication, unparalleled safety technology, and ability to quickly scale operations allows our customers to achieve operational excellence for their fleets, facilities, and railyards. The Marmon Group has over $13.0B in annual revenues and is a wholly owned subsidiary of the Berkshire Hathaway Company.

POSITION SUMMARY:

We are searching for a high-energy, high-performing, experienced business development and sales expert who asks great questions and listens intently. The right candidate for this role will be comfortable in a formal setting to present proposal information to internal and external corporate leadership as well as being comfortable in an industrial plant environment to interact with site operations teams. You will enjoy uncovering new business opportunities and are bursting with new ideas. You will enjoy working as part of a highly collaborative and interactive team in a fast-paced growing organization that values people.

The Regional Sales Manager is responsible for initiating, developing, and performing sales activities to execute the Marmon Rail On-Site Services / Railserve Canada strategic marketing plan. The successful candidate will manage an existing customer portfolio and also be responsible for driving growth of new business. This role will be focused on our Railserve brand and will be selling services including Industrial Railcar Switching, Material Handling and Track Maintenance. Our Canadian customers come from diverse industries including agriculture, mining, petroleum, and petrochemical – they have large railcar fleets and wish to optimize their in-plant operations. Our gate-to-gate services include (but are not limited to) movement of railcars (“switching”), loading and unloading of railcars, trucks, and barges; warehousing, tank farm operations, pipeline management, and providing railroad track inspection and maintenance inside customer facilities. This position is an individual contributor role and reports to the Assistant Vice President Sales & Marketing. The Railserve Regional Sales Manager will engage in internal and external communications and be expected to understand and be comfortable presenting on an operational and technical level. Primary geographical concentration for this role will be Canada with an emphasis on the Alberta Heartland Industrial Area with subsequent expansion to adjacent provinces given demand. This is a work from home role based in Alberta with preference for a candidate who resides in either Edmonton or Calgary. Frequent travel to customer facilities and Marmon operations will be required.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Execute the tactical marketing plan by:

• Planning, initiating, supporting business development activities to meet annual budget goals and long-term financial plans
• Working with Sales & Marketing team members to develop, create and implement the tactical business plan in support of the strategic marketing plan.
• Relentlessly uncovering, defining, and pursuing opportunities and converting them into new business
• Reporting all activities via use of analytical tools (CRM/Excel)
• Working strategically with current accounts to retain business and grow revenues by offering additional services that provide win-win value
• Managing product/service mix and pricing of current accounts, managing customer contracts and working through problems as they arise with the operations team
• Collaborating with marketing on proposals and managing RFI/RFP deadlines working with cross-functional internal team members (Operations, Marketing, Human Resources, and Accounting)
• Working in conjunction with our Operations staff to ensure successful execution of contracted services for our customers’ as well as startup and commissioning of services to meet new customer requirements
• Integrate sales efforts with marketing activities including trade shows and industry functions
• Attend advanced training to develop and expand personal knowledge, techniques, and skills relevant to this role
• Stay abreast of market trends and provide relevant reports and information to colleagues and leadership

METRICS AND ACTIVITIES TO MEASURE PERFORMANCE:

• Annual new contract value and number of new locations qualified, closed, and added to sales pipeline at a defined minimum ROI
• The number of opportunities identified and pending in the long-term pipeline such that long term growth goals are met
• Current customer account retention
• Success of customer engagement and relationship building through attendance at meetings, site visits and strategic touch points
• Meeting tailored and specific personal development goals

TOOLS USED IN THIS ROLE:

• MS Office Applications: Word, Excel, PowerPoint, Outlook Teams, SharePoint

HABITS AND TRAITS OF THE SUCCESSFUL REGIONAL SALES MANAGER

• Customer oriented with an open and professional business communication style
• Able to adapt communication style to fit the business need and situation both internally and externally
• Timely follow up on all internal and external projects to meet submission deadlines
• Prepare timely and accurate reports using the appropriate analytical tools (CRM/excel)
• Strong teamwork networking skills including taking the initiative, being resilient and tactful
• Ability to plan and manage time effectively to achieve goals
• Highly participatory in collaborative team meetings

• Able to analyze customer needs to provide creative solutions and communicate Railserve value to win new business
• Strong customer engagement and relationship building skills
• Ability to work independently and be a self-starter with unparalleled initiative and drive

• Comfortable managing long sales cycle
• Comfortable interpreting sales forecasts, budgets, financial performance reports and other analytical metrics
• Enjoy customer interactions, meeting new people and making presentations virtually or in-person to large teams at multiple levels of management

EDUCATION / EXPERIENCE / QUALIFICATIONS:

• Bachelor’s degree in relevant field such as Business, Logistics & Transportation, Supply Chain Management, Industrial Engineering
• 5+ years relevant sales / business development / marketing experience / or operational experience with industrial customers, industrial railcar switching and material handling companies, railroads, ports, general freight transportation
• Experience with site-level industrial operations and or railroads essential. Preference will be given to candidates who can demonstrate experience in one or multiple of the following: railcar switching, multi-modal material handling & site logistics, railcar fleet management, railroad track maintenance, warehousing
• Deep knowledge of the Alberta Heartland Industrial area with established relationships for target companies strongly preferred
• Knowledge and understanding of basic selling skills and customer relationship skills, experience managing complex customer relationships preferred
• Action-oriented individual with a demonstrated ability to proactively combine superior interpersonal skills with strong technical acumen
• Solid analytical skills – comfortable managing complex bids including pricing, operations, manpower
• Superior communication skills (verbal and written, business emails, etc. ) coupled with active listening skills
• Strong negotiation skills and perseverance to manage a long sales cycle
• Strong organizational skills. Ability to be a self- starter and work with minimal supervision.
• Ability to speak effectively and comfortable making presentations before groups of internal and external stakeholders and different levels of operational management

• Proficiency with MS Office Applications: Word, Excel, PowerPoint, Outlook Teams, SharePoint

• Proficiency with a CRM tool preferred
• Ability to travel about 30-40% of the time

#ZR13

Following receipt of a conditional offer of employment, candidates will be required to complete additional job-related screening processes as permitted or required by applicable law.

Click Here to Apply

Source: