This position has the potential to be a remote opportunity but must live within reasonable driving distance from Overland Park or Pittsburg, Kansas.

The Director of Industrial Development will lead, promote, and facilitate economic and business development by supporting new customers who want to build, expand or locate a rail-served site or building on our rail network. In support of Watco’s Foundation Principles, the Director will strive to shorten the time frame to market and simplify the process for the customer.

Primary Objectives

• Work to create and manage attractive and marketable development sites along Watco’s rail network by assessing and qualifying existing inventory and strategic acquisitions. Plan for the industrial development of Watco’s underutilized lands and nearby third-party owned land.

• Collaborate with Watco’s Marketing team to provide accurate and up-to-date information on available Watco real estate for consistent publication of inventory through GeoConnect, LinkedIn, and other media sources.

• Participate in professional associations that promote economic development in strategic territories, acting as a liaison between Watco and the government at all economic development levels.

• Develop and maintain relationships with identified shippers and partners interested in establishing a footprint adjacent to Watco’s rail corridors.

• Plan, direct, and collaborate with other Sales and Business Development team members in all aspects of the organization’s industrial development initiatives.

  Primary Accountabilities

• Coordinate among various Watco departments and act as a liaison with prospective customers.

• Collaborate with and bring in proper departments at proper times to the project, encouraging regional Salesperson contact and participation early in the project.

• Promote and support Watco’s commercial agenda.

• Collaborate and nurture relationships with external market participants, including but not limited to local municipalities, counties, and states; economic development entities; government agencies; community members; and site selectors, brokers and developers.

• Develop a pipeline of site inventory for Watco growth opportunities.

• Make recommendations concerning the sale and acquisition of property by Watco.

• Collaborate with Watco’s Marketing team to routinely promote Watco inventory.

• Respond to site search inquiries and RFPs.

• Interview new customers and define their rail service and business needs.

• Guide new customers through the process of establishing a rail-served facility or the expansion of an existing facility.

• Arm and compliment the Sales team and support Watco’s commercial agenda.

• Understand sources for incentives at the federal, state and local levels.

• Understand and meet regulatory requirements.

• Develop proposals for new business opportunities, initiate proposals, close deals.

• Finalize agreements with various departments (i.e., track leases, ITAs, etc.).

• Own and lead the development process from concept to completion with the customer.

• Manage other projects and perform other duties as assigned.

  Required Abilities and Skills

• Ability to drive for results in a professional manner

• Exceptional oral and written communication skills

• Strong organization and project management skills

• Ability to interact effectively with all functions inside Watco and all levels of the customer base

• Proven record of increasing revenues through industrial development or sales efforts and strategy

• Ability to learn and use internal software systems such as REV (GIS), OpenText, CRM, and SAP

• Familiarity with online real estate resources and property search databases

  Required Education and/or Credentials

  The selected candidate should have some combination of the experience below.

• At least five years of railroad or related industry marketing and/or sales experience

• At least five years real estate focused business development in a team environment

• Background in real estate, project management, public incentives

  Work Environment

• 65% office (remote, hybrid, or office)

• 35% in the field engaging with team, partners and customers