Shantel D. Email and Phone Number

•Provide executive sales and marketing leadership for implementing both short- and long-term business strategies and supply chain solutions for an approximately $500M portfolio of revenue and volume growth for domestic and global distribution. Implement new account development strategies, including contacting key senior-level executives to represent and promote Greenbrier’s equipment and services. •Maintain and optimize existing customers’ relationships to ensure long-term commercial partnerships, anticipate and resolve conflicts, and provide strategic problem-solving solutions to changing customers’ business needs and industry-specific regulatory requirements. •Partner with internal departments, including warranty, manufacturing, leasing, repair & services and asset management, to deliver a comprehensive suite of solutions that are priced competitively and profitably to ensure long-term success of the Company. •Formulate and implement actionable sales plans, accurate forecasts, account mapping, and opportunity identification.•Efficiently qualify prospects and utilize a disciplined solution selling approach.•Establish relationships with industry partners, service providers, and suppliers.

Spearheaded execution of 3-year strategic plan to monetize property and ancillary assets of $600M in revenue generation.• Managed a department of 400+ management and clerical employees supporting CSX real estate and facility needs.• Negotiated multimillion-dollar sale and lease agreements creating leverage for CSX network to meet and expand offerings to new and existing customers.• Developed strategic initiatives maximizing efficiencies and productivity while minimizing costs and downtime.• Rationalized underutilized facilities across network and combine locations increasing productivity & synergies across departments.• Created process to centralize vendor management taking advantage of economies of scale and corporate structure to streamline and consolidate functions.• Maintained oversight of a multi-million-dollar budget for real estate and facility activities across network.• Cultivated a workplace environment that promoted accountability, inclusion, professional growth and teamwork.• Facilitated and led complex multifaceted negotiations with government, state and university delegates on multi-million-dollar

• Cultivated and maintained internal and external CSX relationships to ensure execution and achievement of real estate objectives.• Managed department of 100+ real estate professionals and directed implementation of projects to meet fiscal year and longer- term departmental and corporate goals.• Guided and mentored associates through transaction negotiations to maximize returns, achieve company objectives and meet overall strategic plans.• Developed and executed successful real estate sales and leasing program to maximize asset value and utilization in alignment with company's strategic goals and shared purpose.• Orchestrated existing real estate joint ventures to maximize revenue of CSX participation and minimize risk of capital contribution requirements under joint venture agreements.• Utilized technical expertise to train, coach and develop employees to expand talent levels and experience to better prepare individuals for career growth and future leadership opportunities

• Deliver professional and comprehensive real estate acquisition services to CSX customers to ensure the timely construction and completion of rail infrastructure and terminal projects through leadership of direct report team and consultants.• Lead and develop a team focused on delivering customer service excellence through consultative services, project communication, budget management, strategic alignment of customer goals and meeting critical path needs of construction schedules.• Provide thorough evaluation and implementation of real estate acquisition requirements and real estate consultation to support rail capacity projects or new terminal projects on time and on budget. • Develop strategies for real estate acquisition that meet the needs of the internal customer; evaluate alternatives that consider cost, time and engineering solutions to acquisition needs focusing on impacts to the communities.

• Provide executive sales and marketing leadership for implementing both short and long term business strategies and supply chain solutions to maximize results for an approximately $500M portfolio of revenue and volume growth for domestic and global distribution• Manage the operations of one of the largest fertilizer port terminals that facilitate export shipments of fertilizer, phosphate, and rock• Maintain budget and plan oversight for $6.1M spend at Rockport Terminals• Oversee customer relationships, terminal operators, and CSX operations to ensure the network is positioned for profitable business growth at Rockport Terminals• Work collaboratively with key business partners to develop and negotiate price proposals, car supply, and service packages • Manage profit, loss, planning, and forecasting with oversight of market positioning, pricing, service product development, equipment planning, and equipment distribution.• Participate in customer meetings to help facilitate discussions/negotiate contracts as well as reinforce the CSX position of growing profitable business• Facilitate strategic facility development projects for phosphate & fertilizer customers

Manages a $450 million annual revenue plan for Phosphate and Fertilizers. Provides sales and marketing leadership in implementing both short and long term business strategies to maximize results for CSX Transportation (CSXT) and the Phosphate and Fertilizers business unit, including but not limited to achieving annual revenue, contribution, price, and volume plans. Manages the sales and marketing efforts and activities of a team of six Tampa, Florida sales and marketing professionals. Establishes and maintains customer relationships with key accounts at a level that provides influence to transportation decision makers in the effort of developing new business opportunities. Works collaboratively with other key business partners to develop and negotiate price proposals and car supply and service packages that meet customers needs and enable CSXT to receive the appropriate value for the level of service provided. Manages profit, loss, planning, and forecasting with oversight of market positioning, pricing, service product development, equipment planning, and equipment distribution.

•Led a sales staff of four across three states generating revenue of approximately $365M•Provided leadership in implementing strategies to increase revenue & profitability for all lines of business within CSX Transportation with a primary focus on forest & paper, food & consumer and chemicals•Ensured staff is knowledgeable about CSX capabilities, facilities, and services to effectively sell to new and existing customers•Developed subordinates by ensuring an active developmental dialogue which includes performance goals, training, and effective selling skills/techniques•Implemented campaigns or initiatives as designed by the business units to promote CSX•Generated annual revenue and contribution plans for assigned accounts based on overall marketing & finance data•Maintained and developed strong relationships with customers, Western U.S. and Canadian railroads, and other relevant personnel•Represented CSX as the lead commercial contact on the West Coast

•Managed a national account portfolio of $86M in revenue for the Metals Business Unit•Developed annual account plans for Senior Management that forecasted and governed account performance•Communicated needs assessments back to marketing to manage daily revenue and modal conversion opportunities to stimulate growth•Represented accounts at a corporate level for contract negotiations, new-site development, and equipment demand for capital budget approval•Established relationships with internal customers such as Customer Service, Service Design and Car Management to ensure needs are met and communicated internally and externally.

•Managed Steel coil steel market valued at over $150M in annual revenue •Developed business plans and forecasts, analyzed traffic trend, developed and initiated market strategies•Leveraged assigned assets to enhance profitable growth•Maintained effective relationships with internal and external customers while negotiating skillfully in tough situations