Sr Business Manager Sales

Work Location: Bingham Fa, MI

Closing Date: August 4, 2010

Basic Purpose of Job:

Primary customer interface for medium to large accounts. Ensure successful development and coordination of the day-to-day deal making activities for a specific account base including rate negotiations and the development of new pricing packages. Develop detailed knowledge of the customer's transportation needs, develop action plans to maximize the Company's participation in the customer's business and coordinate resources to fulfill customer requirements.

This is a Band C position in the Automotive team, reporting to Sam Calabro. This position works with GM account.

Accountabilities:

  • Customer Satisfaction: Achieve desirable customer satisfaction results by maintaining a thorough knowledge of the customer's business and successfully integrating those needs into price, service and equipment packages.

  • Market/Account Development: Coordinate the development of new programs/service offerings to enhance UP's participation in specific accounts. Assist in developing and executing action plans to create account penetration, regeneration of existing business and identification of new market opportunities. Monitor and analyze competition.

  • Communication: Develop cross-functional teams to address issues related to customer satisfaction by utilizing effective teamwork skills. Establish and achieve goals by utilizing the problem solving process. `Negotiation & Implementation: Responsible for driving the effective negotiation and implementation of new and existing customer agreements (new contracts, contract renewals, tariffs, letter quotes, price renegotiations).

  • Account Servicing: Monitor service reliability, equipment utilization, demurrage and billing accuracy and initiate corrective action as required.

  • Planning: Develop a well-researched CRM which improves UP's participation in customer's business, meets predetermined financial goals for assigned accounts and provides meaningful sales input to appropriate business units to achieve sales objectives. Develop recommendations for strategies to be deployed.

  • Profit/Revenue: Work with Marketing counterparts to establish price levels that achieve or exceed profitability objectives for specific customers. Monitor through the use of cost and profitability system.

  • Pricing: Work cross-departmentally to develop and offer prices to the customer that are based on UP costs and competitive market factors and are responsive to customer needs and objectives.

  • Budgeting & Forecasting: Formulate a revenue budget that reflects an accurate assessment of future business levels for specific customer accounts.

Preferred Education, Training, Experience or Skills:

  • A Bachelor Degree

  • A post-graduate degree (MBA, JD, etc..) or higher

  • 1 year(s) experience / knowledge managing people in a Supervisor/Facilitator/QIT Leader capacity

  • 5 year(s) experience / knowledge in Marketing and Sales

  • 1 year(s) experience / knowledge of the Railroad industry

  • Advanced communication skills

  • Intermediate computer skills

  • Advanced presentation skills

  • Advanced project management skills

  • Advanced sales skills


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