CSXT SHIFTS MARKETING FOCUS, APPOINTS MANAGEMENT
CSX Transportation said it will shift its merchandising sales and marketing departments from a commodity-based approach to a customer-based strategy. This includes a greater emphasis on direct sales contact, product development and promotion and specialized functional expertise.
William J. Kenwell joins CSXT as vice president sales from GT Nexus, where he served as vice president-partner relations. Kenwell’s sales team will direct all sales activities for network customers.
Michael P. Ryan, also vice president-sales, will direct sales activities for customers representing CSXT’s largest transportation accounts.
J. Ganson Evans, vice president-process transformation, is dedicated to making it easier to do business with CSXT through customer process and system alignment.
James A. Howarth, vice president of marketing, will lead and coordinate marketing activities for all CSXT merchandise customers. Functions will include, product development, promotion, branding and research segmentation.
Glenn L. Katz remains vice president and general manager-Florida Business Unit (FBU), which will remain intact. The FBU focuses on the Florida fertilizer/phosphate business.
Frank S. Onimus is promoted to vice president-product performance. His team will manage, develop and improve the “post-sale” customer experience, including customer service. Onimus was assistant vice president-production definition.
Derrick W. Smith, vice president and general manager of the newly created Emerging Markets Unit, will focus on high-growth; specialty markets mined minerals, processed materials, waste, machinery and government freight.
James M. Woodall, assistant vice president-metals, is promoted to vice president-pricing and yield management. The pricing group will develop value-based pricing propositions for both sales groups and design programs to enhance responsiveness to customers’ needs.
In 2000, CSXT’s merchandise service group accounted for $3.5 billion of the railroad and intermodal combined revenues of $7.2 billion.