Director, Sales - Locomotive

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 - Locomotive creates, pursues and maintains the assignment of net and full-service leases of locomotives to an assigned customer base, consisting primarily of shippers and related market segments. They also build and maintain individual relationships with assigned and potential customers, and with internal GATX resources, to achieve annual revenue and profitability targets and ultimately increase GATX’s market share for such 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 to customers.
• 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.
• 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 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.

• Undergraduate degree preferably in Business Management, Finance or Marketing
• 5-10 years experience in rail industry
• Demonstrated basic understanding of financial concepts
• Excellent listening skills
• Able to initiate contact with an unknown person or company to initiate sales opportunities
• Independent travel up to 50% throughout North America. Candidate will be required to participate at industry events as well as the identification of potential customers along with managing accounts.