Business Development Lead - Lowell, AR

Start a Watco Career and Discover the Difference

Keep the world’s supply chain moving. That’s what the Watco team does every day at our short line railroads, switching sites, terminals, ports, and logistics hubs.

Whether you’re at one of these locations or in a support-services role, there’s one thread that ties everyone together. We’re all on the same team. One Watco.

Here’s what you can expect from Watco:

Award-winning culture recognized by Forbes and Newsweek

Competitive compensation and benefits

Paid on-the-job training with peer trainers

Operations training at the Safe Performance Center in Birmingham, Alabama

Leadership and development programs offered through Watco University

Career advancement opportunities

This position will have competitive salary with bonus opportunities.

The Sales Manager/Retail Services will be responsible for driving business growth by attracting new retail customers and expanding relationships with existing ones. The ideal candidate will have a proven track record in retail services sales and be adept at selling the entire Watco portfolio, which includes terminals, short lines, switching, mechanical services, warehousing, roll-out distribution and supply chain solutions. This position plays a crucial role in developing services that deliver results and build customer trust. Responsibilities include overseeing current and prospective retail customers and collaborating with the Sales Team to craft and sell effective retail solutions.

ESSENTIAL DUTIES AND RESPONSIBILITIES INCLUDE THE FOLLOWING (OTHER DUTIES MAY BE ASSIGNED):

Conduct site visits and onboard with new retail customers

Work independently and as part of a team, collaborating with operations and other experts

Comply with established organizational policies and objectives

Meet and exceed customer expectations by delivering safe, timely, and profitable solutions

Build and sustain relationships with retail customers to drive organic growth

Identify and generate new retail sales opportunities through various channels, including phone, internet, referrals, and industry networking

Strategically develop and communicate long-term visions to meet retail customer needs

Adapt to rapidly changing market dynamics

Review weekly/monthly sales activities and prospective customers with leadership

Develop and review detailed financial plans, profit and loss statements, and adherence to the EBITDA plan

Negotiate terms on retail sales, customer pricing, and direct customers to appropriate transportation coordinators

Negotiate carrier and provider pricing and facilitate business startup processes to ensure consistent revenue growth

Focus on engaging and spending time with retail customers

QUALIFICATIONS/SKILLS & ABILITIES

To perform this job successfully, an individual must be able to perform each essential duty. The attributes below are representative of the knowledge, skill, and ability required:

Bachelor’s degree preferred or equivalent combination of education and experience

Proficiency in basic computer skills including Microsoft Excel, Word, PowerPoint, 10 Key, and Data Entry

Registry Monitoring Insurance Services (RMIS) skills recommended

Transportation Management System (TMS) skills recommended

Effective customer service skills with the ability to serve both internal and external retail customers

Ability to provide oral and written reports, business correspondence, and presentations to customers, team members, and managers

Knowledgeable in standard industry practices, trends, and operational requirements

Experience with data mining, quantitative analysis, descriptive and inferential/predictive analysis, and forecasting

Project management experience with fiscal accountability

WORK ENVIRONMENT

Work is performed primarily in a standard office environment with extensive team member and supplier contact and frequent interruptions. The work environment characteristics described here are representative of those encountered while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

PHYSICAL REQUIREMENTS & PHYSICAL DEMANDS

Sit, stand, walk, and reach with arms – includes completing paperwork, and long consecutive hours of typing and using the computer

Communicate daily with customers, team members, vendors, etc.

The incumbent must occasionally lift and/or move up to 25 pounds

Ability to travel 25-50% of the time with flexibility

The physical demands described are representative of those that must be met to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.