Introduction: The Unconventional Path to the C-Suite
The world of corporate leadership often features a predictable path: prestigious education, management training, and a steady climb up the administrative ladder. Claude Edward Elkins Jr., however, represents a far more compelling and unconventional narrative.
Known widely as Ed Elkins, he is a highly respected figure in the North American freight rail industry, currently serving as an Executive Vice President and Chief Marketing Officer at Norfolk Southern Corporation.
His story is defined by a remarkable ascent from the most physically demanding, entry-level job on the tracks—a road brakeman—to the highest echelons of the company’s executive suite. This journey provides him with a unique, ground-level perspective that few of his peers possess.
The Foundations of Discipline: Early Life and Military Service
Elkins’s foundational values of hard work, discipline, and perseverance were forged long before he ever set foot on a rail yard. He is a native of southwestern Virginia, a region where a strong work ethic is deeply ingrained in the community.
A pivotal experience in his early life was his service in the United States Marine Corps. The rigorous demands of military service instilled in him an unwavering sense of duty and the essential leadership qualities that would define his later career.
This commitment to personal growth was further complemented by his formal education. He earned a bachelor’s degree in business from the University of Virginia’s McIntire School of Commerce, blending practical discipline with strategic academic knowledge.
On the Tracks: Learning the Railroad from the Ground Up
In 1988, Elkins began his career with Norfolk Southern, not in a comfortable office, but directly on the line as a road brakeman. This was a deliberate choice that would prove invaluable.
The role of a brakeman is physically arduous and requires meticulous attention to detail and safety. It is a job that teaches the raw, daily realities of rail operations better than any textbook.
From there, he progressed through several operational roles, including conductor, locomotive engineer, and relief yardmaster. This hands-on experience gave him an intimate, firsthand understanding of the company’s entire logistical network.
This operational background is the core of his credibility. It allows him to speak the same language as the workers on the ground, fostering a trust and respect that is rare between the C-suite and the front lines.
Transition to Strategy: The Rise Through Marketing
Having mastered the operational side of the business, Elkins demonstrated a keen ability to transition his knowledge into strategic commercial success. This marked a significant pivot in his nearly four-decade career.
He spent two decades in Intermodal Marketing, a complex sector that manages the movement of freight containers using multiple transportation modes. This period allowed him to merge his deep operational insights with sharp business acumen.
His strategic capabilities were recognized through a series of key promotions. In 2016, he was named Group Vice President of Chemicals Marketing, and two years later, he was promoted to Vice President of Industrial Products.
These roles showcased his talent for understanding market dynamics and customer needs, proving that his experience on the tracks was a powerful asset in the boardroom.
Leading the Commercial Engine: Executive Vice President and Chief Marketing Officer
In 2021, Elkins reached the pinnacle of his professional journey when he was appointed Executive Vice President and Chief Marketing Officer. In this capacity, he is responsible for overseeing Norfolk Southern’s entire commercial portfolio.
His areas of oversight are vast, encompassing critical business divisions such as Intermodal, Automotive, Industrial Products, and Real Estate, as well as customer logistics and field sales.
He leads the company’s engagement with its customers, ensuring that Norfolk Southern continues its vital role in the U.S. economy by safely and efficiently delivering over seven million carloads of goods annually, from agriculture to consumer products.
A Legacy of Ground-Up Leadership
The career of Claude Edward Elkins Jr. is more than just a success story; it is a testament to the power of dedication and the value of starting at the bottom. His leadership style is characterized by a unique blend of operational realism and strategic vision.
He understands that the success of a major corporation is built on the daily efforts of its frontline employees, a lesson he learned firsthand. This perspective makes him a powerful advocate for internal talent development and a true inspiration within the industry.
Elkins also contributes to the broader industry through his service on the boards of organizations such as the National Association of Manufacturers and the TTX Company, cementing his role as a thought leader who remains connected to the industry’s roots. His legacy is one of perseverance, proving that the most effective leaders are often those who have walked the longest mile.
