Manager Sales Optimization

Requisition 38309: B4 Manager Sales Optimization

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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.

Primary Purpose:

Manages, evaluates, monitors and controls proposed sales of non-freight real estate for business development, project expansions, highway construction and disposal of surplus property. Works with external and internal partners to develop timelines for completion of sales in a timely fashion, including the sales in appropriate annual sales forecasts and updates. Sets priorities for sales transactions and delegates tasks to Analyst position as appropriate. Consults with NS Land Asset Strategic Review (LASR) team to determine the priority and benefits of proposed sales and adjusts sales prices as needed. Acts as a service provider to internal and external constituents.

Principal Duties:

• Negotiates with purchasers of real property to ensure that potential sales to interested parties yields significant revenue growth, reduce liability and costs, and streamline processes;
• Provides supervision of Analyst Sales Optimization to ensure that pricing provided for strategic sales is calculated using available data on fair market values;
• Works with NS Engineering, Law, Strategic Planning, Industrial Development, and commercial teams to derive maximum value and ensure that a potential sale does not compromise future freight opportunities;
• Calculates the total return to NS on sales of real property assets and uses total value to NS when presenting opportunities to executive management for approval through the LASR process;
• Maintains frequent contact with developers, brokers, appraisers and governmental agencies, all of which may have an impact in establishing the valuation of NS owned real property;
• Maintains awareness of industry trends and provides appropriate reports and data to team members and Real Estate management for their use in evaluating sales opportunities;
• Provides budget/forecast updates on sales to Manager Business Analytics and Group Manager Sales Optimization on a weekly basis;
• Provides sales status updates on closings, due diligence, delays and other pertinent items to General Attorney Real Estate and Real Estate paralegal on a weekly basis;
• Responsible for the development and training of direct reports;

Job Related Experience:

Minimum Level: 2 years

Preferred Level: 3-5 years

Education:

Minimum Level: Bachelor's Degree

Preferred Level: Graduate Degree

Preferred Majors:

Real Estate

Business Administration

Economics

Future Jobs:

• Group Manager Strategic Leasing & Warehousing
• Group Manager Strategic Sales & Acquisitions
• Group Manager Sales Optimization
• Group Manager Land Lease Optimization
• Group Manager Ancillary Revenue Optimization

Licenses / Certifications:Required: None listed Preferred: None listed

Technical Skills:

• MS Excel
• Advanced Spreadsheet functions including PowerPivot, What-If analysis, Solver, Sensitivity
• MS PowerPoint
• MS Word
• Adobe Acrobat
• Data analysis using raw data through Excel, PowerBI, Tableau or other software analysis tools

Skills and Abilities:

• Communication Skills
• Build Collaborative Relationships
• Analytical Thinking
• Initiative
• Time Management
• Team Leadership
• Strategy Formulation

Work Conditions

Environment: Office

Shift Work: No

On-Call: No

Weekend Work: No

Travel Required: 3 - 5 Days per Month,

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.