Director Sales (Consumer Prodcuts-Amazon)

Be part of a team that values safety, inclusion, and excellence

We are one of the largest U.S. railroads transporting the nation's freight across 28 western states and 3 Canadian provinces. As a member of our team, you will play a role in supporting the movement of essential products and materials that help feed, clothe, supply, and power communities throughout America and the world.

We are committed to a culture where all employees are included, belong, and have equal opportunity to achieve their full potential.Come make a difference with us!

Learn more aboutBNSFandourBenefits

Job Location:Fort Worth
Other Potential Locations:Fort Worth, TX
Anticipated Start Date:09/01/2026
Number of Positions:1
Salary Range:$125,000-$155,000

Apply early as this job may be removed or filled prior to the closing date, which is approximately seven (7) days after the posting date.

BNSF'sMarketingteam serves as a primary contact for all BNSF customers, working to make the shipping experience as easy and seamless as possible. From onboarding new customers to handling rate and service requests to answering billing questions, the Marketing team is focused on building strong customer relationships and ensuring effective communication throughout the shipping process. The team is organized into several critical business units to cater to diverse customer needs and industry demands: Agriculture and Energy, Consumer Products, and Industrial products, alongside specialized units for Customer Support, Forecasting, and Planning. Each of these units plays a role in tailoring our marketing strategies and services to meet the unique requirements of our wide-ranging customer base, ensuring a comprehensive and responsive approach to customer service and engagement.

This is a full-timepositionlocated in Fort Worth, TX. For certain positions, including this one, employees can work one day per week remotely. Our leaders also foster a culture where work life balance, which requires flexibility for when life happens, is important and respected.

Travel- 30-50%

This Director Sales - Consumer Products will lead the commercial strategy for Amazon's portfolio, a rapidly growing customer within BNSF's intermodal Truckload and Parcel segment. This role is the primary commercial point of contact for Amazon's rail freight team, coordinating across Amazon's robust team structure including Operations, Procurement, Network Design, Security, Equipment, Performance, External Sales, and Technology to ensure seamless service and continued growth. The ideal candidate will be dynamic in driving main focus areas for Amazon which includes account management, growth focus, service performance, customer strategies, and internal alignment with BNSF leadership and collaborative teams.

DUTIES & RESPONSIBILITIES:

Position BNSF as the premier intermodal service provider, creating brand preference and competitive differentiation.

Continuously evaluate BNSF's service offerings and pricing to ensure profitability while maintaining market competitiveness.

Develop sales collateral, customer presentations, and competitive analyses to support business development efforts.

Stay informed on political, legislative, economic, and environmental factors affecting the intermodal marketplace.

Customer Engagement

Act as the primary commercial contact for Amazon.

Drive for growth through diversified products and unique products.

Provide proactive solutions to daily customer challenges, ensuring customer satisfaction and business continuity.

Lead contract management and negotiations, aligning agreements with Amazon's evolving needs and BNSF's business objectives.

Develop and execute account growth strategies that drive profitable expansion within Amazon's multi-million-dollar portfolio.

Service Performance & Operational Collaboration

Provide Amazon with regular updates on network service performance, working cross-functionally with BNSF teams to improve reliability and reduce shipment dwell times.

Partner with Intermodal Operations and Service Design teams to raise shipment visibility and develop strategic solutions that enhance Amazon's supply chain efficiency.

Manage service resolution efforts, ensuring Amazon's concerns are promptly addressed and mitigated.

Customer Strategy & Business Initiatives

Lead strategic growth initiatives, including contract negotiations to secure long-term commitments, develop co-location opportunities and support emerging market development (i.e. Parcel and 3rd Party segment) to drive new business opportunities.

Collaborate with Amazon to implement security programs aimed at reducing theft and mitigating supply chain risks. Provide proactive insights on Resource Protection efforts, ensuring Amazon remains informed on BNSF's evolving security measures, best practices, and theft prevention strategies. Collaborate to provide accurate volume forecasting, align performance scorecards, and integrate with Customer Support watchtower activities, ensuring alignment between Amazon's expectations and BNSF's capabilities.

Internal Alignment & Cross-Functional Leadership

Serve as the centralized point of contact within BNSF for Amazon-related initiatives, ensuring strong internal communication and alignment.

Engage key internal teams-including Intermodal Operations, Service Design, Resource Protection, Customer Support, Real Estate, and Marketing-to drive Amazon-focused initiatives forward.

Partner with BNSF Tech to drive customer and product integration.

Provide executive leadership with strategic updates on Amazon's growth, challenges, and opportunities, advocating for internal resources as needed.

BASIC QUALIFICATIONS:

• Bachelor's degree
• Minimum of 5 years' experience in Transportation, Marketing or Sales.
• In-depth knowledge of BNSF's intermodal network & service offerings and the transportation industry.
• Ability to effectively listen, respond with high energy, remain dynamic as customers' needs change and grow, and provide creative solutions to address those needs.
• Stay engaged in a fast-paced environment, drive for results, and strong analytical skills.
• Knowledgeable of BNSF's operating capabilities and interline service processes and schedules.
• Ability to independently recognize business opportunities and quickly turn those opportunities into new revenue for BNSF.
• Ability to anticipate and proactively address customers' needs.
• Ability to coordinate resources and work efforts across functions and teams within BNSF.
• Ability to communicate ideas in a clear, concise, and understandable manner both verbally and in writing.
• Ability to influence internal and external customers, develop strong working relationships, and work effectively in teams.
• 30 - 50% business travel and availability to be on-call.
  

PREFERRED QUALIFICATIONS:

• Direct sales experience.
• Knowledge of customer niches and market factors that impact BNSF and its customers.
• Intermodal product knowledge through sales or operations.

At BNSF, you will have access to a comprehensive and competitive benefits package including:

• An industry-leading 401(k) and renowned Railroad Retirement program.
• A range of robust health care options for you and your dependents (including domestic partners), including medical, dental, vision, telemedicine, mental health, cancer support, and high-quality care network options.
• Health care spending accounts (HSA) with employer contributions, as well as life and disability insurance, provided at no cost.
• Family benefits includingparental, pediatric and family building support, adoption and surrogacy reimbursement, and dependent care spending account (with employer match).
• Access to discounts on travel, gym memberships, counseling services and wellness support.
• Annual bonus (Incentive Compensation Program)
• Generous leave / time off policies.
• For more information, visitBenefits.

Please be aware of potential fraud that can occur when searching for new career opportunities. Please review ourFAQfor more information and awareness.

All positions require pre-employment background verification, medical review and pre-employment drug screen. You can find more information by reviewing theHiring Process. Federal authority requires BNSF employees, whose work requires unescorted access to secure areas of port facilities, to obtain a TWIC.More information is available athttps://www.tsa.gov/for-industry/twic

BNSF Railway is an Equal Opportunity Employer, all qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

SF:Internal Posting Only; MO|[[mfield5|Marketing|Fort Worth,TX|76131