Sr. Sales Manager

Requisition 38973: B5 - Sr. Sales Manager

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Job Title: Senior Sales Manager

Location: Atlanta, GA

Work Environment: Office-based with field travel as needed

Travel: Frequent (25%-50%)

Primary Purpose

The Senior Sales Manager plays a critical leadership role in driving revenue growth, deepening customer relationships, and executing strategic sales initiatives across Norfolk Southern's commercial portfolio. This role combines advanced product knowledge, market insight, and leadership acumen to deliver innovative solutions that align with customer goals and industry trends. The Senior Sales Manager fosters long-term partnerships and ensures the execution of profitable, customer-centric sales strategies.

Principal Duties and Responsibilities

• Lead the development and execution of strategic sales plans that align with business objectives and adapt to evolving market conditions.
• Build and maintain influential relationships with key customers by anticipating needs, delivering tailored solutions, and positioning NS as a trusted partner.
• Mentor and guide sales team members, fostering a high-performance culture through coaching, development, and accountability.
• Leverage deep product knowledge to align NS offerings with broader customer goals and industry trends.
• Apply strategic thinking to identify growth opportunities, mitigate risks, and drive long-term value creation.
• Utilize analytical skills to interpret sales metrics, customer data, and market trends to inform decision-making and optimize performance.
• Lead complex negotiations, articulating NS's value proposition and balancing customer needs with business objectives to secure strategic partnerships.
• Collaborate cross-functionally with Marketing, Operations, Pricing, and Customer Service to ensure seamless execution of customer solutions and service delivery.
• Attends industry events and conferences to establish market presence.
• Drives conversations and dialogue to fully vet and qualify new potential opportunities.

Core Competencies

• Product Knowledge - Advanced understanding of NS offerings and how they integrate with customer supply chains and industry dynamics
• Relationship Management - Builds and sustains strategic relationships through trust, insight, and responsiveness
• Strategic Thinking - Designs and leads profitable sales strategies aligned with business priorities
• Analytical Skills - Uses data and market intelligence to drive performance and inform strategy
• Leadership - Develops talent, fosters collaboration, and drives a culture of excellence
• Negotiation Skills - Navigates complex negotiations with confidence, balancing customer and business interests

Qualifications

Education

• Preferred: Bachelor's Degree in Business, Marketing, Logistics, or a related field
• Advanced Degree: MBA or equivalent is a plus

Experience

• Minimum: 8-10 years in B2B sales, transportation, or logistics
• Preferred: 10+ years with proven leadership experience in strategic sales roles

Technical Skills

• CRM Systems - Salesforce or similar platforms
• Data Analysis Tools - Excel, Power BI, or Tableau
• Presentation Tools - MS PowerPoint, Canva
• Sales Enablement Platforms - Experience with digital sales tools preferred

Career Path

Predecessor Roles:

• Sales Manager
• Field Sales Manager

Future Opportunities:

• Director Marketing
• Director Field Sales

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.