About Union Pacific: One of America?s most iconic businesses, Union Pacific Railroad is a Fortune 200 company that connects 23 states in the western two-thirds of the country by rail, providing a critical link in the global supply chain. The railroad?s diversified business mix includes Agricultural Products, Automotive, Chemicals, Coal, Industrial Products and Intermodal. Union Pacific serves many of the fastest-growing U.S. population centers, operates from all major West Coast and Gulf Coast ports to eastern gateways, connects with Canada?s rail systems and is the only railroad serving all six major Mexico gateways. Union Pacific provides value to its roughly 10,000 customers by delivering products in a safe, reliable, fuel-efficient and environmentally responsible manner.
Our Vision: Building America. Our vision symbolizes the Union Pacific experience for all the people whose lives we touch. It connects the importance of Union Pacific?s rail transportation to America's economy, honors the generations that preceded us and is the promise for the generations that will follow us.
Union Pacific Marketing & Sales Department is seeking MBA's to serve in a Business Manager Marketing, Sales, Marketing & Sales or Logistics role.
The Business Manager Marketing will ensure the successful development and coordination of the day-to-day marketing activities for a specific budget line. The Business Manger will be responsible for supporting the execution and the implementation of the marketing strategy while maximizing Union Pacific's financial performance.
The Business Manager Sales will: Serve as the primary customer interface for small/medium accounts. Manage and ensure successful coordination of tactical and strategic sales activities for a specific account base. Lead and manage the development of detailed information regarding each customer's business and transportation requirements. Develop customer action plans, coordinate and deliver pricing packages, and lead rate negotiations that maximize Union Pacific's penetration of the customer's transportation portfolio. Coordinate resources necessary to fulfill customer requirements, ensure customer satisfaction, and achieve assigned revenue, contribution, volume, and business development targets.
The Business Manager Marketing & Sales will manage and ensure successful coordination of tactical and strategic marketing and sales activities for a specific account base and budget line.
The Logistics Manager will function as subject matter expert for top customers to support satisfaction, service efficiency, terminal fluidity, and strategic business development initiatives, account management, pricing and contract negotiations.
Start Date: Spring and Summer 2018
Budgeting: Manage individual expense budgets to ensure full compliance with all business and travel policies and timely submission of all expense reports.
Business Development: Develop new strategies, programs or service offerings to expand Union Pacific's participation in relevant markets. Implement and execute action plans to create market growth, penetration, or expansion into new emerging markets. Work closely with Marketing & Sales and other relevant teams and departments to support business development goals and objectives.
Communication: Ensure effective written and oral communication internally and externally. Communicate effectively to develop customer driven pricing strategies to meet internal financial objectives and customers' needs. Maximize collaboration within Marketing and Sales and cross departmentally to ensure quality performance. This may also include assisting in the planning and communication of short/long term service and operational changes to both customers and operating.
Customer Satisfaction: Support all customer satisfaction targets by maintaining a thorough knowledge of the specific marketplace and successfully integrating information into timely price, service, and equipment packages that provide value to customers. Ensure effective collaboration with other teams to support all customer satisfaction goals. This may also include addressing recurring service problems, driving resolution by identifying root causes and implementing corrective actions with various departments.
Effective Teamwork: Lead and participate on cross-functional teams to address opportunities and solve issues by utilizing problem solving skills.
Financial Targets: Develop the revenue, carload, contribution, price, and other relevant financial targets. Support the team in the implementation of strategies to meet these financial targets.
Planning/Forecasting/Outlook: Support the development and implementation of the short and long term forecasts, consistent with overall company goals and objectives. Provide ongoing monthly trends and outlook guidance to all necessary parties.
Pricing: Manage existing and new pricing activities, publication of pricing agreements, and Genesis administration to maximize profitability. Effectively communicate pricing strategies internally and externally.
Account Management: Manage the day-to-day account activities and facilitate the coordination of internal resources to ensure a positive customer experience. Monitor and analyze customers' business performance both on Union Pacific and as part of the overall competitive landscape.
Planning: Develop and maintain strategic customer action plans that improve Union Pacific's penetration of the customer's transportation portfolio and contribute to Union Pacific's forecasted financial goals. Support forecasting efforts to ensure effective deployment of the five critical resources.
Laddering Strategy: Lead the internal and external engagement of Union Pacific executives with an account base by establishing appropriate top-to-top relationships where needed.
Negotiation: Work cross-departmentally to develop and offer prices to customers that are market based. Develop, negotiate, and implement agreements for new and existing customers.
Responsible for understanding client needs and matching those requirements with Union Pacific product offerings, Marketing and Sales covers a wide array of industries including automotive, energy, industrial products, chemical and consumer goods. The team coordinates with other UP departments to ensure resources and strategies are in place to meet commitments to the customer while developing new business. They provide customer value by building strong relationships, innovative products, excellent service and strategic investments.
Union Pacific is one of America’s premier transportation and logistics companies, linking 23 states in the western two-thirds of the country and serving many of the fastest-growing U.S. cities. Generations of Americans have built successful careers at Union Pacific and in the process, they’ve helped build a nation – delivering lumber for our homes, food for our tables, energy for our power plants and the countless raw materials and finished goods that supply the American way of life.
A Bachelor Degree
MBA emphasis in accounting, business, finance, marketing, operations, supply chain or related
Bachelor's Degree in business, accounting, finance, logistics, supply chain, transportation
3+years experience in finance, accounting, marketing or sales, account management, logistics or related
2 year(s) customer service experience
1 year(s) experience in a Marketing and/or Sales capacity
1 year(s) experience with computer systems or applications
Tech savvy, proficiency with analytical tools
Proficient critical thinking, analysis and problem-solving skills
Union Pacific is one of America’s premier transportation and logistics companies, linking 23 states in the western two-thirds of the country and serving many of the fastest-growing U.S. cities. Generations of Americans have built successful careers at Union Pacific and in the process, they’ve helped build a nation – delivering lumber for our homes, food for our tables, energy for our power plants ...and the countless raw materials and finished goods that supply the American way of life.
Union Pacific supports diversity in the workplace and is an Equal Opportunity Employer inclusive of protected veterans and individuals with disabilities.