Group Manager Ports & National Accounts

Requisition 37346:

#LI-Hybrid 

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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.

Job Description:

Primary Purpose:

Responsible for the development and execution of the International Intermodal business development strategy, including support of contract and product development, profitability analysis, market research, commercial messaging, and customer interface.  In addition, this position maintains strategic BCO and port relationships.
 

Principal Duties:

• Provides direction to the Market Manager Intermodal Business Development to ensure all aligned on NS Strategic Plan.
• Works with Market Manager Intermodal Business Development to develop and operationalize BCO relationships to generate smart profitable growth for Norfolk Southern.
• Provides Direction to Market Manager Intermodal Business Development to grow targeted direct BCO business, yielding up on any channel partner volume erosion.
• Develops and maintains strategic port partner relationships to develop market intel and promote fluidity at the ports served by NS.  This includes both international intermodal and automotive port relationships.
• Acts as internal coordinator for port rail projects such as on dock rail and inland ports.  Works with internal and external stakeholders to obtain all necessary information and analysis to make informed decisions. 
• Jointly provides analysis on port and BCO volume, revenue and profitability for various parties to formulate an accurate assessment of the international intermodal and automotive business for reporting and decision-making purposes. Ensures compliance with deadlines for supplying input into the International Intermodal volume and revenue budget and forecast process.
• Responsible for the development and execution of lift agreements for port partners and to ensure compliance with the directives of other Norfolk Southern departments including Legal, Accounting, IMAU Operations, and Transportation. Ensures that the terms of and conditions of executed agreements are met both by NS and port partners
• Develops accurate and timely analysis of international markets and existing/emerging account base performance to identify emerging market and customer trends and assist in development new products to enhance International Intermodal’s competitive advantages in the marketplace and to increase the percentage of intermodal rail and automotive multi-levels moved by NS at the ports.
• Provides direction to Market Manager Intermodal Business Development to develop and manage accurate, appropriate, and timely accruals for annual BCO and port partner business incentive contracts, and internal and external reporting of customer performance regarding these contracts.

Principal Duties cont:

• Maintains accurate and timely coordination with NS contract compliance regarding contract payment and administration.
• Jointly identifies, develops, and reports key port and BCO performance metrics at the direction of International Intermodal Group Managers, International and Automotive Directors and GVP. 
• Applies knowledge of NS operating and cost structures and corporate objectives in making decisions and recommendations to achieve required goals.
• Jointly develops an annual budget for industry events such as state of the ports and international trade conferences

 

Job Related Experience:
Minimum Level:  3-5 years
Preferred Level:  5-7 years

Education:
Preferred Level:  Bachelor’s Degree (BA, BS)

Technical Skills:

• MS Word/Word Processing
• MS Powerpoint/Presentations
• MS Excel/Spreadsheets
• MS Access/Database Development
• SIMS, Realtime, Sentinel

Skills and Abilities:

• Planning and Organization
• Goal Orientation
• Decision Maki