Commercial Manager

Overview

The Commercial Manager develops and executes short- and long-term commercial strategies to maximize results for Florida East Coast Railway (FECR) across carload and intermodal solutions. Responsible for achieving annual revenue, pricing, and contribution targets while driving profitable growth. Builds and maintains strong customer relationships at levels that influence transportation decision-making, enabling the development of new business opportunities. Collaborates with internal stakeholders to structure and negotiate pricing proposals and service packages that meet customer needs and ensure FECR captures appropriate value for the services provided.

Can be located in either Jacksonville, FL or Fort Lauderdale, FL

• Implement commercial strategies to drive profitable growth and achieve annual revenue, pricing, and contribution goals.
• Identify, develop, and secure new business opportunities across assigned markets.
• Cultivate strong, long-term relationships with internal and external customers.
• Negotiate competitive commercial agreements, including rates and service commitments, with rail customers and shippers.
• Utilize the customer relationship management (CRM) system to manage and analyze customer interactions and maintain accurate account data.
• Provide timely weekly updates in the CRM system reflecting customer engagement, pipeline development, and opportunity status.
• Prepare and deliver presentations to customers, industry partners, and internal leadership.
• Develop and maintain deep industry knowledge, including market trends, competitive dynamics, and pricing structures.
• Perform other commercial duties and responsibilities as assigned by leadership.

• Bachelor’s degree from an accredited institution.
• 2 or more years of experience in Business/Strategic Development, Commercial/Account Management, Sales, Marketing, Supply Chain Management, Transportation, Logistics, or Operations.

• High School Diploma/GED.
• 7 or more years of experience in Business/Strategic Development, Commercial/Account Management, Sales, Marketing, Supply Chain Management, Transportation, Logistics, or Operations.

• Knowledge of domestic intermodal and carload markets, competitive dynamics, and pricing practices.
• Strong contract negotiation skills.
• Ability to communicate effectively with senior leadership and executive-level audiences.
• Strong analytical and problem-solving skills.
• Ability to remain composed and make sound decisions in high-pressure situations.
• Ability to manage multiple priorities in a fast-paced environment.
• Knowledge of rail operations and physical infrastructure.
• Proficiency in Microsoft Office applications.

• Ability to travel up to 50%.
• Work hours may vary, including non-standard workweeks.
• Successful completion of a background check and drug test is required prior to start date.