Director, Sales

Founded in 1898 and headquartered in Chicago, IL, GATX Corporation (NYSE: GATX) is an industry leader with 125+ years of success—success that is powered by our people. We are proud of our high-performance culture, hard-working and enthusiastic management team, and beautiful office space in the Willis Tower.

At GATX, we hire the best and offer our employees a dynamic, energetic, collaborative environment to enable them to make an impact from day one. Enjoy the perks and benefits of a global company with the close-knit culture and community of a much smaller one. In the same way we strive to empower our customers to propel the world forward, we are dedicated to providing our people with the tools and resources they need to advance in their careers.

The Director, Sales will create, pursue and maintain the assignment of net and full service leases of specialty railcars to an assigned customer base, primarily shippers and related market segments. The Director will also build and maintain individual relationships with assigned and potential customers, and with internal GATX resources, to achieve annual revenue and profitability targets for the initial assignment and the renewal of leases. 

Qualified candidates who are currently Wells Fargo Rail employees will be given priority consideration over other external applicants.

• Develop and implement account management strategies consistent with the operating strategies of GATX to consistently achieve defined sales targets.
• Identify and act on leads to develop new customer contacts.
• Uncover and respond to customers’ railcar usage needs through strategic selling and providing sales solutions to our customers.
• Communicate sales solutions so customers understand and are influenced by lease or renew from GATX.
• Be able to price proposed leases and renewals to meet multiple criteria including GATX goals for revenue, profitability and optimal utilization of the railcar fleet as well as customers’ requirements.
• Achieve new car fleet additions by matching customers’ needs to the Committed Purchase Program by developing building orders for newly constructed railcars.
• Perform with minimal supervision and relative ease all day-to-day business activities related to issuing new car quotes, placing new lease assignments, and maintaining/expanding existing assignments through effective renewals.
• Communicate and work effectively with internal GATX resources to ensure timely Credit approval, delivery of new railcar placements, and resolution of service challenges.
• Develop a thorough understanding of the customer, their business strategies, and the markets they serve.
• Develop competitive information of lease offerings and sale activities within the industry.
• Seek and develop opportunities to purchase existing fleets for leaseback to customers. 
• Work closely with the Regional VP in developing account management objectives, problem solving issues, and meeting GATX’s goals.
• Develop close relationships both within GATX and with key customer contacts.
• Independently, and with Regional VP, meet face-to-face and via phone with customers’ leasing decision-makers and fleet operation or service personnel to determine rate, term, and car composition of leases.
• Interact directly with GATX Rail Credit and Collections, Rail Fleet Management and Rail Customer Support to meet internal operating requirements and aggressively address customer satisfaction issues.
• Stay well informed on company service offerings, resources, procedures, and policies as well as competitive market information, product offerings/needs and practices.

• Undergraduate degree preferably in Business Management, Finance or Marketing
• Proven track record in sales of value-adding services.
• 5+ Years National / Tier 1 Account Management and/or Class 1 RR account management.
• Motivated and able to independently close sales deals.
• Demonstrated comfort in initiating contact with unknown individuals and companies to create sales solution opportunities.
• Demonstrated basic understanding of financial concepts and relationship building.
• Excellent listening and presentation/communication skills (both written and verbal).
• Working knowledge of Excel and Word (or similar office programs), and use of a contact management software application.
• Regular travel to customer sites and industry events required.