In an era where many executives enter the corporate suite through traditional pathways—MBA programs, consulting firms, or family connections—Claude Edward Elkins Jr took a dramatically different route. His journey began not in a boardroom, but on the tracks themselves, working as a road brakeman for Norfolk Southern in 1988. Today, more than three decades later, he stands as the company’s Executive Vice President and Chief Commercial Officer, overseeing billions of dollars in freight operations across North America.
What makes Elkins’ story particularly compelling isn’t just the distance he traveled from frontline worker to C-suite executive. It’s the deliberate way he built expertise at every level of the railroad industry, earning respect through hands-on experience rather than credentials alone. His career represents a masterclass in strategic patience, continuous learning, and the power of understanding a business from its foundation upward.
Early Life: Southwest Virginia Roots
Claude Edward Elkins Jr was born and raised in Southwest Virginia’s Appalachian region, an area with deep historical ties to the railroad industry. The values instilled during his upbringing—resilience, hard work, and community commitment—would become the bedrock of his professional identity.
Growing up in a hardworking family, Elkins learned early that success isn’t handed out; it’s earned through dedication and perseverance. The Appalachian work ethic, characterized by self-reliance and determination, shaped his worldview and prepared him for the physical and mental demands of railroad work.
The Foundation of Character
The environment of Southwest Virginia in the late 20th century taught young Elkins several critical lessons:
- Value of Manual Labor: Understanding that no job is beneath you and that hands-on experience builds credibility
- Community Interdependence: Recognizing how transportation networks connect and sustain communities
- Long-term Thinking: Appreciating that meaningful careers are built over decades, not quarters
- Authentic Leadership: Leading by example rather than authority alone
Educational Journey: Building Intellectual Capital
While Elkins would eventually prove himself through operational excellence, he understood that ascending to executive leadership required formal education and continuous learning. His educational trajectory reflects a strategic approach to skill development.
Undergraduate Foundation
Elkins earned his Bachelor of Arts in English from the University of Virginia’s College at Wise. This choice might seem unusual for someone entering the railroad industry, but it proved invaluable. English studies develop critical skills that many technical degrees overlook:
- Clear, persuasive communication
- Critical analysis and interpretation
- Understanding diverse perspectives
- Strategic thinking through complex narratives
These communication skills would later distinguish Elkins in marketing and executive roles, where articulating vision and building consensus are paramount.
Business Acumen Development
Understanding that operations knowledge alone wouldn’t be sufficient for executive leadership, Elkins pursued an MBA in Port and Maritime Economics from Old Dominion University. This specialized degree provided deep insights into:
- Supply chain logistics and intermodal transportation
- Economic factors driving freight movement
- Port operations and their connection to rail networks
- Strategic planning in transportation industries
Executive Education
Elkins didn’t stop with his MBA. He continued investing in his development through prestigious executive programs:
- Harvard Business School: Advanced management strategies and leadership frameworks
- UVA Darden School of Business: Case-method learning and strategic decision-making
- University of Tennessee Supply Chain Institute: Cutting-edge logistics and supply chain optimization
This commitment to lifelong learning exemplifies a growth mindset that separates good leaders from exceptional ones.
Military Service: Leadership Through Discipline
Before entering the railroad industry, Claude Edward Elkins Jr proudly served in the United States Marine Corps. Military service profoundly shaped his leadership approach, instilling principles that would guide his entire career.
Marine Corps Values Applied to Business
The Marines are known for developing leaders who can perform under pressure. Key principles Elkins carried from military to corporate life include:
- Mission First, People Always: Balancing organizational objectives with team welfare
- Lead From the Front: Never asking others to do what you wouldn’t do yourself
- Adaptability Under Fire: Making sound decisions amid uncertainty and rapid change
- Attention to Detail: Understanding that small oversights can have catastrophic consequences
- Team Cohesion: Building trust through shared hardship and mutual respect
These values became especially relevant in railroad operations, where safety, precision, and teamwork can mean the difference between smooth operations and disaster.
1988: Beginning at the Bottom
In 1988, Claude Edward Elkins Jr made a decision that would define his career: he started as a road brakeman at Norfolk Southern. This entry-level position involved grueling physical work, long hours, and exposure to the elements—hardly the glamorous start to an executive career.
The Reality of Brakeman Work
Being a road brakeman isn’t for the faint of heart. The role demands:
- Physical Endurance: Climbing on and off moving equipment, coupling cars, walking long distances
- Technical Precision: Understanding air brake systems, car inspection, and safety protocols
- Mental Alertness: Staying vigilant during overnight shifts and adverse weather conditions
- Safety Consciousness: One mistake can lead to derailments, injuries, or fatalities
Most people in this position view it as a stepping stone to conductor or engineer roles. Few envision it as the foundation for executive leadership. But Elkins understood something crucial: you can’t effectively lead what you don’t deeply understand.
The Strategic Advantage of Operational Experience
Starting at the bottom gave Elkins advantages that MBA graduates parachuting into management positions could never replicate:
- Credibility: Frontline workers respect leaders who’ve done their jobs
- Practical Knowledge: Understanding what’s actually possible versus what looks good on paper
- Problem-Solving: Knowing the real constraints and opportunities in operations
- Cultural Fluency: Speaking the language of the workforce and understanding their concerns
Climbing Through Operations: The Foundation Years
Elkins didn’t rush through the operational ranks. He methodically mastered each role, building a comprehensive understanding of railroad operations.
| Role | Key Responsibilities | Skills Developed |
|---|---|---|
| Road Brakeman | Train operations, car coupling, brake systems | Safety protocols, physical operations, teamwork |
| Conductor | Train crew leadership, switching operations, paperwork | Leadership, coordination, regulatory compliance |
| Locomotive Engineer | Train operation, fuel efficiency, schedule adherence | Technical mastery, decision-making, precision |
| Relief Yardmaster | Yard operations, crew coordination, scheduling | Management, logistics, problem-solving |
The Value of Time in Grade
Spending years in operational roles provided Elkins with invaluable insights:
- How weather impacts operations differently across regions
- Which policies make sense on paper but fail in practice
- How small operational decisions cascade into major efficiency gains or losses
- What motivates frontline workers and what frustrates them
This knowledge base became a strategic asset when Elkins later designed marketing strategies and commercial initiatives. He could promise customers what his company could actually deliver—and design solutions that accounted for operational realities.
The Pivot to Marketing: Bridging Operations and Strategy
After establishing deep operational expertise, Elkins made a career-defining transition into Intermodal Marketing. This move was neither random nor easy—it required developing an entirely new skill set while leveraging his operational foundation.
Two Decades in Intermodal Marketing
For nearly twenty years, Elkins immersed himself in the commercial side of railroading. Intermodal marketing focuses on containers and trailers moved by multiple transportation modes (rail, truck, ship), representing one of railroading’s highest-growth segments.
During this period, Elkins learned to:
- Understand customer needs and translate them into service offerings
- Negotiate complex contracts with major shippers
- Develop pricing strategies that balance competitiveness with profitability
- Build relationships with trucking companies, ports, and logistics providers
- Analyze market trends and position Norfolk Southern advantageously
The Operational Advantage in Marketing
Elkins’ operational background gave him a critical edge in marketing roles. While competitors’ marketing executives might promise delivery times that operations couldn’t meet, Elkins understood the realistic capabilities and constraints. This allowed him to:
- Build Trust: Deliver on promises rather than overpromise
- Design Feasible Solutions: Create service offerings that operations could actually execute
- Solve Problems Creatively: Find innovative solutions that worked within operational realities
- Bridge Departments: Facilitate better communication between commercial and operations teams
Rising to Executive Leadership
Elkins’ combination of operational mastery, marketing success, and continuous education positioned him for executive advancement. His progression through senior roles demonstrates strategic career management and proven performance.
Group Vice President of Chemicals Marketing (2016)
In 2016, Elkins was appointed Group Vice President of Chemicals Marketing, overseeing one of Norfolk Southern’s most important business segments. Chemical transportation involves unique challenges:
- Stringent safety and regulatory requirements
- Complex logistics for hazardous materials
- Sophisticated customer base with high expectations
- Economic sensitivity to manufacturing cycles
Elkins’ operational background proved essential in managing the safety-critical aspects while his marketing experience enabled customer relationship management.
Vice President of Industrial Products (2018)
Two years later, Elkins was promoted to Vice President of Industrial Products, expanding his portfolio to include metals, construction materials, minerals, and other industrial commodities. This role required understanding diverse industries and their unique transportation needs.
During this period, Elkins faced significant challenges including:
- Market volatility driven by tariff disputes and trade tensions
- Supply chain disruptions affecting industrial production
- Shifting customer demands in a rapidly changing economy
- Increasing pressure from trucking competition
His ability to navigate these challenges while maintaining customer relationships and growing market share demonstrated executive-level strategic thinking.
Executive Vice President and Chief Commercial Officer
In December 2021, Claude Edward Elkins Jr reached the pinnacle of his career when he was appointed Executive Vice President and Chief Commercial Officer at Norfolk Southern. This role places him among the company’s top leadership, directly impacting the commercial strategy of a Fortune 500 corporation.
Scope of Responsibilities
As Chief Commercial Officer, Elkins oversees an expansive portfolio of business units:
- Intermodal: Container and trailer transportation linking rail with trucks and ships
- Automotive: Vehicle transportation for manufacturers and dealers
- Industrial Products: Metals, construction materials, minerals, and other commodities
- Real Estate: Property management and development along Norfolk Southern’s network
- Industrial Development: Working with economic development organizations to attract new rail-served facilities
- Short Line Marketing: Managing relationships with smaller railroad partners
- Field Sales: Direct customer engagement across Norfolk Southern’s territory
- Customer Logistics: Integrated supply chain solutions
Strategic Initiatives Under Elkins’ Leadership
In his executive role, Elkins has focused on several key priorities:
- Sustainability: Promoting rail as an environmentally superior alternative to trucking, reducing carbon emissions per ton-mile
- Innovation: Leveraging technology to improve customer visibility, streamline operations, and enhance service reliability
- Customer-Centricity: Redesigning processes around customer needs rather than internal convenience
- Partnership Development: Strengthening relationships with ports, short lines, and logistics providers to create seamless supply chains
Leadership Philosophy: Lessons From the Tracks
Claude Edward Elkins Jr’s leadership style is fundamentally shaped by his unique career journey. Unlike executives who learned leadership from books and case studies, Elkins developed his philosophy through decades of real-world experience at every level of the organization.
Core Leadership Principles
1. Lead With Humility
Having worked every job from brakeman to executive, Elkins approaches leadership with genuine humility. He understands that frontline workers often know more about specific operational realities than executives do, and he creates environments where their expertise is valued and heard.
2. Empower Through Knowledge
Elkins believes in transparency and information sharing. Rather than hoarding knowledge as power, he ensures teams have the context and data needed to make informed decisions. This approach accelerates problem-solving and builds organizational capability.
3. Collaborate Across Silos
Perhaps uniquely positioned due to his cross-functional experience, Elkins emphasizes breaking down departmental barriers. He understands how operations, marketing, finance, and other functions interconnect, and he works to align them toward common goals.
4. Maintain Operational Realism
Elkins grounds strategy in operational reality. While he encourages ambitious thinking, he ensures plans account for practical constraints, seasonal variations, equipment limitations, and workforce capabilities.
5. Prioritize Safety and Integrity
Coming from the Marine Corps and frontline railroad operations—both environments where mistakes can be fatal—Elkins never compromises on safety or ethical standards. This creates a culture where doing things right matters more than doing things fast.
Emotional Intelligence in Action
Colleagues describe Elkins as a leader with high emotional intelligence. He demonstrates:
- Active Listening: Truly hearing what employees, customers, and partners are saying
- Empathy: Understanding challenges from others’ perspectives
- Self-Awareness: Recognizing his own limitations and surrounding himself with complementary skills
- Relationship Building: Investing time in authentic connections rather than transactional interactions
Community Engagement and Industry Leadership
Elkins’ influence extends far beyond Norfolk Southern’s corporate headquarters. He actively contributes to industry organizations and community initiatives, demonstrating a commitment to broader societal impact.
Board and Committee Positions
Elkins serves in leadership roles across multiple influential organizations:
| Organization | Role | Focus Area |
|---|---|---|
| Georgia Chamber of Commerce | Vice Chair, Executive Committee | Economic development, business advocacy |
| National Association of Manufacturers | Board of Directors | Manufacturing policy, supply chain issues |
| East Lake Foundation | Board Member | Community development, education, youth programs |
| TTX Company | Board of Directors | Railroad equipment pooling and innovation |
Commitment to Education and Mentorship
Recognizing how education transformed his own trajectory, Elkins actively supports educational initiatives. He particularly focuses on:
- STEM education programs that prepare students for logistics and transportation careers
- Mentorship opportunities connecting young professionals with industry veterans
- Partnerships between railroads and educational institutions
- Scholarship programs for students from underserved communities
Industry Collaboration and Innovation
Through his board positions and industry involvement, Elkins promotes collaboration on issues affecting the entire freight transportation sector:
- Infrastructure investment advocacy
- Regulatory reform to promote efficiency and safety
- Technological innovation and standardization
- Workforce development to address labor shortages
- Sustainability initiatives reducing transportation’s environmental footprint
The Legacy Being Built
While Claude Edward Elkins Jr is still actively shaping Norfolk Southern’s commercial strategy, his legacy is already taking form. It’s a legacy built on several distinctive pillars:
Proving the Value of Ground-Up Experience
In an era where corporate leadership increasingly comes from consulting firms and business schools, Elkins demonstrates that deep operational expertise remains invaluable. His success story encourages companies to develop leaders internally rather than exclusively recruiting externally.
Redefining Executive Qualifications
Elkins’ journey challenges assumptions about what qualifies someone for executive leadership. His English degree, combined with operational experience and continuous learning, proved more valuable than a traditional business undergraduate education might have been.
Bridging Blue-Collar and White-Collar Worlds
Perhaps most significantly, Elkins embodies the increasingly rare ability to bridge blue-collar operational work and white-collar strategic thinking. In an economy where this divide has widened, his career demonstrates the power of integrating both perspectives.
Inspiring the Next Generation
For young professionals entering the railroad industry—or any industry—Elkins’ story provides a roadmap:
- Start Anywhere: Entry-level positions aren’t dead ends; they’re foundations
- Master Your Craft: Deep expertise earns credibility and opens doors
- Never Stop Learning: Formal education at any career stage accelerates growth
- Build Relationships: Success requires collaboration and mutual support
- Think Long-Term: Meaningful careers unfold over decades, not quarters
- Give Back: True success includes lifting others and strengthening communities
Lessons for Aspiring Leaders
Claude Edward Elkins Jr’s career offers actionable lessons for anyone seeking to build a meaningful professional life:
1. Hands-On Experience Builds Irreplaceable Credibility
Theory matters, but nothing replaces the credibility earned through doing the work yourself. Whether in railroading, healthcare, technology, or any other field, leaders who’ve experienced frontline challenges command authentic respect.
2. Strategic Career Moves Require Patience
Elkins didn’t rush. He spent years in each phase of his career, building mastery before advancing. This patience created a solid foundation rather than the precarious tower that rapid advancement can produce.
3. Continuous Learning Is Non-Negotiable
From his English degree to his maritime economics MBA to executive education programs, Elkins consistently invested in expanding his capabilities. Learning can’t stop once you leave formal education—it must become a lifelong practice.
4. Cross-Functional Experience Creates Strategic Advantage
By working in both operations and marketing, Elkins developed a holistic business perspective that purely functional specialists lack. Seek opportunities to understand different aspects of your organization.
5. Leadership Is Service, Not Status
Elkins’ commitment to community boards, mentorship, and industry organizations demonstrates that leadership means serving others, not just achieving personal success. The most respected leaders give back.
6. Integrity and Safety Cannot Be Compromised
In high-stakes industries, ethical standards and safety consciousness must be absolute. Shortcuts might produce short-term gains but inevitably lead to long-term failure and potentially catastrophic consequences.
The Modern Railroad Industry Context
Understanding Elkins’ impact requires appreciating the challenges facing today’s railroad industry:
Industry Challenges
- Capacity Constraints: Aging infrastructure struggles to meet growing demand
- Labor Shortages: Difficulty attracting and retaining skilled workers
- Technological Disruption: Pressure to adopt automation, AI, and predictive analytics
- Environmental Scrutiny: Increasing demands for sustainability and emissions reduction
- Modal Competition: Trucking companies offering faster, more flexible service
- Regulatory Complexity: Navigating federal, state, and local regulations
- Economic Volatility: Freight volumes swing dramatically with economic cycles
Elkins’ Strategic Response
As Chief Commercial Officer, Elkins addresses these challenges through:
- Customer-centric service design that emphasizes reliability over pure cost
- Investment in technology that enhances visibility and predictability
- Workforce development initiatives that make railroad careers attractive
- Partnerships that create integrated supply chain solutions
- Sustainability messaging that positions rail as environmentally superior to trucking
Conclusion: A Career Worth Studying
Claude Edward Elkins Jr’s journey from road brakeman to Executive Vice President and Chief Commercial Officer at Norfolk Southern represents more than an impressive individual achievement. It’s a case study in strategic career development, the enduring value of operational expertise, and the power of continuous learning.
In an era of instant gratification and career-hopping, Elkins demonstrates the value of patience, mastery, and institutional knowledge. His success challenges conventional wisdom about executive development and proves that diverse pathways to leadership not only exist but may produce more effective leaders.
For Norfolk Southern, Elkins brings a rare combination: the credibility of someone who’s done every job, the strategic thinking of an executive educated at top business schools, and the humility of someone who remembers where he started. This combination positions him to lead through complex industry challenges while maintaining employee trust and customer confidence.
For aspiring leaders across industries, Elkins offers a compelling alternative model. You don’t need to start at the top, attend elite schools from the beginning, or follow a predetermined path. What you need is commitment to excellence, willingness to learn continuously, and patience to build expertise methodically.
As Claude Edward Elkins Jr continues shaping the commercial strategy of one of America’s critical infrastructure providers, his legacy grows. It’s a legacy that proves the American Dream isn’t dead—it just requires dedication, strategic thinking, and a willingness to start from the ground up and earn your way to the top.
Whether you’re a young professional just starting out, a mid-career worker considering a pivot, or a senior leader reflecting on your own journey, Elkins’ story offers valuable lessons. The path to meaningful success isn’t always straight, rarely comes quickly, and requires genuine mastery. But for those willing to invest the time, learn continuously, and lead with integrity, the destination is worth the journey.