B5 Sr Sales Manager - International Intermodal

Requisition 39539: B5 Sr Sales Manager - International Intermodal

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Note for Safety-Sensitive Positions: Any safety-sensitive position with Norfolk Southern will require the following pre-employment screenings:

• FRA Drug and Alcohol Screen
• Medical Screening
• Background Check

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:

Norfolk Southern is seeking a dynamic and strategic Senior Sales Manager to lead commercial efforts within the International Intermodal segment. This role is responsible for executing sales strategies, managing key customer relationships, and driving revenue growth through tactical planning and market intelligence. The ideal candidate will possess deep industry knowledge, strong analytical capabilities, and a proven ability to influence outcomes in a competitive logistics environment.

Principal Duties:

• Execute Norfolk Southern's sales strategy to achieve volume and revenue targets across assigned accounts.
• Develop and execute tactical plans with customers that align with strategic goals and enhance long-term partnerships.
• Maintain a comprehensive understanding of international intermodal marketing, pricing, transportation, and distribution trends.
• Collaborate in the development of volume forecasts, pricing strategies, and budget plans for assigned accounts and the entire international book of business.
• Leverage industry intelligence, professional networks, internal tools, and customer insights to inform leadership and make strategic decisions.
• Apply knowledge of operating practices, cost structures, and corporate objectives to support decision-making and goal achievement.
• Build and maintain strong relationships with key accounts to gather market intelligence and strengthen Norfolk Southern's competitive position.
• In cooperation with Marketing, ensure effective management of contracts, rate authorities, and commercial agreements to ensure alignment with account performance and compliance standards.
• Facilitate meetings and presentations to communicate Norfolk Southern's strategic initiatives and drive customer alignment.
• Partner with Customer Logistics and internal stakeholders to resolve service challenges and enhance customer satisfaction.
• Conduct routing and traffic pattern analysis to track volume and revenue performance, identify irregularities, and recommend corrective actions.
• Regularly update ConnectNS (Salesforce) with new business requests, customer intelligence, and account activity to ensure data accuracy and support strategic planning.
• Travel regularly to customer locations, conferences, and internal events to maintain visibility and engagement.

Key Skills & Core Competencies:

• Ability to align tactical actions with long-term business objectives.
• Proven success in building and sustaining high-value customer relationships.
• Strong understanding of international intermodal logistics and competitive dynamics.
• Skilled in interpreting data, identifying trends, and making data-driven decisions.
• Excellent verbal and written communication skills; confident presenter to internal and external stakeholders.
• Ability to negotiate effectively and influence outcomes across diverse stakeholder groups.
• Experience working across departments to solve problems and deliver customer value.
• Comfortable navigating ambiguity and proactively driving solutions.
• Proficient in CRM systems, routing analysis tools, and Microsoft Office Suite.

Work Conditions:

Environment: Office

Shift Work: No

On-Call: As needed

Weekend Work: As needed

Travel Required: 10-15 Days per Month

Job Related Experience:

Minimum Level: 3 years

Preferred Level: 3-7 years

Education:

Preferred Level: Bachelor's Degree (BA, BS)

Preferred Majors: Business, Marketing, Economics, Communication

Technical Skils:

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

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.