Manager, Rail Freight Revenue

**POSITION**: Manager, Rail Freight Revenue
**REPORTS TO**: Director, Transportation Services
**DEPARTMENT**: Rail Transportation
**LOCATION**: North Bay
**REFERENCE**: 100-102-26
**SALARY**: $120,224 - $141,440

**WHO WE ARE**:
Ontario Northland Transportation Commission (ONTC) is an Agency of the Province of Ontario that provides efficient and vital transportation services. We are a modern, forward-thinking organization focused on providing safe and reliable transportation services. ONTC has a rich history of over 120 years and strong connections to the communities we serve. With over 1000 skilled professionals, we work together to enhance transportation services and ensure that they are sustainable for future generations. We offer a dynamic workplace culture, along with a competitive salary, excellent benefit package, a defined benefit pension plan, paid vacation, paid personal leave days and discounted transportation on our bus and passenger rail services.

**ACCOUNTABILITY STATEMENT**:
The Manager, Rail Freight Revenue is responsible for overseeing all aspects of rail-related revenue, including pricing, billing, collections, and settlement for carload freight and ancillary services. This role develops and implements freight service packages to grow and sustain markets, while also leading sales efforts for Rail Freight and the RRC. The position ensures revenue optimization through strategic planning, customer engagement, and operational oversight.

**MAJOR DUTIES/ RESPONSIBILITIES**:

- Lead rail freight marketing and pricing activities, maintaining regular contact with customers, consignees, company officials, and other rail carriers to ensure Ontario Northland’s freight services meet evolving customer needs.
- Develop and implement freight transportation rates, contracts, and limited distribution tariffs for local, domestic, international, and export traffic to support market growth and competitiveness.
- Prepare and manage the $40 million Rail Revenue Budget, including carload freight, storage, switching, demurrage, and incidental charges, as well as the Freight Marketing Operating Expense Budget. Monitor and explain budget variances.
- Develop, evaluate, and negotiate short
- and long-term agreements with foreign railways and leasing companies related to storage, usage, and cost of railcar equipment, ensuring customer satisfaction and return on investment.
- Recommend and implement pricing strategies aligned with industry standards to control costs and drive revenue growth.
- Supervise the Rail Freight Revenue team, including oversight of rating, billing, collection, and settlement of all carload freight, including interline settlement systems.
- Manage budget planning, forecasting, and variance reporting to support financial accountability and strategic decision-making.
- Oversee the daily operations of the AAR Coordinator and ensure compliance with applicable rules and standards.
- Ensure high levels of customer satisfaction by resolving issues related to pricing, credit approvals, overdue accounts, diversions, misroutes, overweight or dimensional loads, settlement disputes, special movements, and billing concerns.
- Provide day-to-day leadership and human resources oversight, including staff supervision, process improvement, and procedural compliance.
- Ensure adherence to regulatory and internal compliance standards across all revenue-related activities.
- Lead sales efforts for Rail Freight and the Remanufacturing and Repair Centre (RRC) including identifying new business opportunities and maintaining an active sales funnel.
- Build and maintain strong customer relationships to support retention and long-term growth.

**REQUIREMENTS**:

- University degree in Business, Economics, or a related field.
- Certified Logistics Professional (CCLP) designation required or in progress.
- Training in AAR rules and Canadian Railway Operating Rules considered an asset.
- Minimum 5 years of progressive experience in rail freight operations, logistics, or transportation revenue management.
- Demonstrated leadership in managing teams and overseeing day-to-day operations.
- Proven experience in developing and managing freight rates, contracts, and tariffs.
- Demonstrated success in budget preparation, forecasting, and variance analysis for large-scale operations.
- Strong background in sales, customer relationship management, and business development in the transportation or logistics sector.
- Experience working with unionized environments and administering collective agreements.
- Proficiency with Railcar Management Systems (RMI), AS400, Express Yard, and Microsoft Office Suite.
- Familiarity with interline settlement systems, billing, and revenue tracking tools.
- Strong analytical and strategic thinking skills.
- Excellent negotiation, communication, and presentation abilities.
- Ability to multi-task, manage competing priorities, and make informed decisions.
- Commitment to customer satisfaction, complian