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
• Leadership and development programs offered through Watco University 
• Career advancement opportunities

Position Summary

The Manager of Sales and Marketing is responsible for building and maintaining customer relationships, while growing the business, and optimizing Watco’s assets by delivering expanded services and locations. This role focuses on multiple-freight railroads and terminal operations and holds accountability for overall sales and marketing performance across assigned properties. The successful candidate will drive revenue growth by developing new customers, strengthening existing relationships, and identifying strategic business development opportunities.

Duties and Responsibilities

• Drive year-over-year EBITDA growth across assigned properties.
• Strengthening Watco’s role within customers’ supply chains by promoting and selling the full portfolio of Watco services.
• Proactively pursue new business opportunities and cultivate strategic customer relationships.
• Negotiate commercial transactions, legal agreements, and long-term commitments on behalf of Watco.
• Develop and communicate a strategic, long-term vision that aligns customer needs with market dynamics, industry trends, and competitive conditions.
• Demonstrate a strong understanding of operational fundamentals, including cost structures and productivity constraints across Watco services.
• Apply financial acumen through quantitative analysis and fiscal modeling, including forecasting, NPV analysis, capital valuation, and internal rate of return calculations.
• Lead cross-functional teams (Sales, Operations, Finance, Project Management, People Services, EHS, etc.) to deliver customer solutions with integrity, professionalism, and persistence.
• Coordinate customer service responses with internal stakeholders to resolve issues diplomatically and effectively.
• Communicate regularly and effectively with management regarding goals, challenges, and performance using strong verbal, written, and listening skills.

Experience and Qualifications

• Entry-level or higher experience or education in transportation sales preferred.
• Strong listening skills with the ability to probe for understanding and identify customer needs and priorities.
• Demonstrated negotiation skills or a strong aptitude to develop them.
• Ability to clearly present ideas, proposals, and results to customers and business leaders through various formats, including public speaking.
• Knowledge of industry practices, trends, and operational requirements within transportation and logistics.
• Ability to build and maintain a professional network of peers and industry contacts to exchange market insights.
• Advanced proficiency in Microsoft Office applications, including Outlook, Word, and Excel, with experience in financial modeling.
• Strong analytical and problem-solving skills, including the ability to evaluate complex economic and financial scenarios.
• Excellent organizational skills with the ability to prioritize tasks while maintaining confidentiality.
• Proven ability to manage multiple priorities independently and work autonomously.
• Team-oriented mindset with the ability to take direction, adhere to work schedules, and maintain attention to detail.
• Excellent verbal and written communication and presentation skills.
• Strong leadership and interpersonal skills with the ability to lead cross-functional and ad-hoc teams.
• Willingness and ability to travel up to 50% throughout the United States