Introduction
Imagine beginning your career amidst the thunderous rumble of freight trains—hands steady on the brake, eyes sharp on the tracks—only to one day helm the commercial enterprise that powers the rails themselves. This is the compelling story of Claude Edward Elkins Jr., often known as Ed Elkins. His journey from a road brakeman to Executive Vice President and Chief Commercial Officer at Norfolk Southern is one of unmatched perseverance, strategic growth, and grounded leadership.
In this article, we’ll explore Elkins’ life story, the milestones that defined his career, and the lessons his journey offers for aspiring professionals. Along the way, we’ll touch on related themes like railway operations, supply chain resilience, intermodal logistics, and executive mentorship.
Early Life, Education & Military Foundations
Roots in Southwest Virginia
Claude Edward Elkins Jr. was raised in Southwest Virginia, a region steeped in tradition and hard work. Growing up in a rural environment instilled in him a strong sense of community and perseverance. Those values would later serve as the backbone of his professional journey, equipping him with grit and resilience in industries that demand both.
Marine Corps Discipline
Before stepping into the railway sector, Elkins proudly served in the United States Marine Corps. The Marine Corps is renowned for producing disciplined leaders who thrive under pressure. For Elkins, it was here that he learned the art of teamwork, discipline, and adaptability—qualities that would later define his leadership style in the corporate world.
His military service provided more than structure; it instilled a sense of mission and the ability to keep perspective during crises. This mindset proved invaluable during times of supply chain disruptions, regulatory changes, and competitive market shifts.
Academic Foundation: English BA & MBA
- A BA in English from the University of Virginia’s College at Wise gave Elkins a rare asset in the logistics world: strong communication skills. Being able to articulate ideas clearly and persuasively became one of his hallmarks.
- An MBA in Port & Maritime Economics from Old Dominion University equipped him with technical knowledge about trade, shipping, and global supply chains.
- Supplementary executive programs at Harvard Business School, UVA-Darden, and the University of Tennessee Supply Chain Institute rounded out his expertise with cutting-edge leadership and business frameworks.
His academic blend of humanities + economics uniquely positioned him to bridge the gap between people and numbers—between operations and strategy.
Climbing the Norfolk Southern Ladder
Starting as a Road Brakeman (1988)
In 1988, Elkins began his Norfolk Southern career as a road brakeman. For many, this might seem an entry-level role. But for Elkins, it was the perfect opportunity to learn the railroad industry from the ground up. He experienced firsthand the challenges faced by employees on the tracks, insights that would later shape his empathetic leadership style.
Transition to Conductor, Engineer, Yardmaster
Over the following years, Elkins advanced into operational roles such as conductor, locomotive engineer, and relief yardmaster. Each role added another layer of understanding:
- As a conductor, he learned the importance of precision and safety.
- As a locomotive engineer, he mastered technical operations and responsibility.
- As a yardmaster, he gained leadership experience, overseeing crews and coordinating complex rail yard activities.
Intermodal Marketing: 20 Years of Growth
After mastering the operational side, Elkins transitioned into the commercial division, focusing on intermodal marketing—a segment that blends trucking, rail, and shipping. Over nearly two decades, he:
- Built partnerships across multiple transport modes.
- Advocated for Norfolk Southern as a reliable partner for large-scale logistics needs.
- Helped the company adapt to changing consumer and industrial demands, from e-commerce growth to just-in-time manufacturing.
Intermodal marketing required not just technical logistics knowledge but also vision: how to connect Norfolk Southern’s strengths with evolving market demands.
Vice President Roles & Executive Office
- 2016: Promoted to Group Vice President of Chemicals Marketing, managing a portfolio that included plastics, fertilizers, and industrial chemicals.
- 2018: Became Vice President of Industrial Products, leading segments like metals, construction materials, and forest products.
- 2021: Elevated to Executive Vice President & Chief Commercial Officer (CCO). In this capacity, Elkins oversees Norfolk Southern’s commercial strategy, leading divisions such as Intermodal, Automotive, Customer Logistics, and Real Estate.
His steady rise reflects a career built not on shortcuts but on decades of hard-earned credibility.
Leadership & Industry Influence
Core Leadership Traits
Colleagues describe Elkins as approachable, humble, and deeply credible. Having “been there” at nearly every level of the railroad, he understands the perspectives of both frontline workers and senior executives. His leadership philosophy rests on three pillars:
- Empathy – Respecting the challenges employees face.
- Clarity – Communicating goals with precision.
- Resilience – Remaining calm and decisive under pressure.
Strategic Commercial Oversight
As CCO, Elkins’ role is broad yet sharply defined: grow Norfolk Southern’s commercial footprint while maintaining strong customer relationships. He must balance operational realities (crew shortages, weather disruptions, global crises) with customer expectations (on-time delivery, sustainability, and cost efficiency).
Board Roles & Community Engagement
Beyond Norfolk Southern, Elkins serves in several leadership roles:
- Vice Chair, Georgia Chamber of Commerce
- Board Member, National Association of Manufacturers
- Board Member, TTX Company
- Board Member, East Lake Foundation
- Georgia State University Marketing RoundTable participant
- Conference Board CMO Council member
These roles demonstrate his influence beyond railroads, shaping industry-wide conversations on logistics, commerce, and workforce development.
Challenges, Adaptation & Operational Empathy
Navigating Supply Chain Disruptions
The last decade has tested global supply chains like never before. Elkins’ operational background allowed him to empathize with both shippers and workers during crises like port congestion and pandemic-era disruptions.
Competing in Intermodal and Freight
With trucking and maritime logistics evolving rapidly, Elkins positioned Norfolk Southern as a hybrid logistics partner—one that could compete with trucking on speed while offering the efficiency of rail.
Blending On-the-Ground Insight with Strategy
Because he began in hands-on roles, Elkins can connect policy with practice. This helps him avoid “executive blind spots” and ensures decisions resonate across all levels of the company.
Vision for the Future of Rail Logistics
Looking forward, Elkins sees railroads as essential to solving 21st-century logistics challenges:
- Sustainability: Rail emits less carbon than trucking, aligning with global climate goals.
- Technology Integration: Advanced analytics, IoT sensors, and AI-driven predictive logistics can make rail more efficient.
- Customer-Centric Solutions: Elkins advocates for tailored shipping models, blending reliability with flexibility.
- Talent Development: Investing in employee training ensures railroads remain competitive in a tech-driven world.
His vision blends tradition with innovation: keeping the soul of the railroad alive while embracing the future.
Legacy & Lessons for Aspiring Leaders
From Tracks to Boardrooms
Elkins’ rise underscores an important truth: leadership credibility comes from experience, not just titles. By working his way up, he built respect across all organizational layers.
Mentorship, Resilience & Lifelong Learning
He emphasizes mentorship, encouraging new leaders to seek guidance while staying adaptable. His own path—from Marine to brakeman to executive—shows how resilience can unlock opportunities.
Operational Expertise as Executive Asset
Unlike executives who may lack direct field experience, Elkins’s hands-on roots give him a competitive edge. His ability to “speak the language” of both workers and investors strengthens Norfolk Southern’s culture.
FAQs
Who is Claude Edward Elkins Jr.?
The Executive Vice President and Chief Commercial Officer at Norfolk Southern, a Fortune 500 rail company.
How did he start his career?
He began in 1988 as a road brakeman after serving in the U.S. Marine Corps.
What education does he hold?
- BA in English (University of Virginia’s College at Wise)
- MBA in Port & Maritime Economics (Old Dominion University)
- Executive programs at Harvard, Darden, and University of Tennessee.
What boards and organizations does he serve?
Georgia Chamber (Vice Chair), National Association of Manufacturers, TTX Company, East Lake Foundation, GSU Marketing RoundTable, and CMO Council.
Why is his leadership notable?
He blends operational credibility with executive insight, embodying empathy, clarity, and resilience.
What industries has he influenced?
Beyond rail, he has shaped chemicals marketing, industrial logistics, intermodal shipping, and supply chain policy.
What is his vision for rail logistics?
A future built on sustainability, technology integration, and customer-first innovation.
What lessons can young professionals learn from his career?
Start where you are, embrace resilience, never stop learning, and treat credibility as your greatest asset.
Conclusion
Claude Edward Elkins Jr.’s career is a blueprint for leadership built on character, not shortcuts. From Marine Corps discipline to the rumble of freight trains, from marketing strategy to executive boardrooms, his journey illustrates resilience, adaptability, and service.
