You know what’s really cool? When someone actually walks the walk instead of just talking the talk. That’s exactly what Claude Edward Elkins Jr did. Most people call him Ed Elkins, and his story is the kind that makes you believe hard work still matters in America.
Picture this: a guy from Southwest Virginia starts his career doing one of the toughest jobs in railroading—working as a brakeman in all kinds of weather, hooking up train cars, and doing the heavy lifting. Fast forward a few decades, and that same guy is now running the commercial side of Norfolk Southern, one of the biggest railroad companies in the country. Pretty amazing, right?
Where It All Started: Small-Town Virginia Roots
Claude Edward Elkins Jr grew up in the mountains of Southwest Virginia, where the railroad wasn’t just some company—it was part of the community. If you’ve ever been to that part of Virginia, you know what I’m talking about. It’s coal country, railroad country, and the kind of place where people understand what honest work means.
School Days and Serving His Country
Elkins went to the University of Virginia’s College at Wise and got his degree in English. Yeah, English—not business, not engineering. He learned how to communicate well, think clearly, and write effectively. Those skills turned out to be pretty valuable later on.
But before jumping into the corporate world, Ed Elkins did something that shaped who he became: he joined the United States Marine Corps. And if you know anything about the Marines, you know they don’t mess around. They taught him about leadership, discipline, and how to get things done when the pressure’s on. Those Marine Corps values stuck with him for his entire career.
1988: Starting from Scratch as a Railroad Brakeman
Here’s where Elkins’ story gets really interesting. In 1988, he joined Norfolk Southern as a road brakeman. Let me tell you, that’s not some cushy office job. We’re talking about:
- Working outside in freezing winters and blazing summers
- Climbing on and off moving equipment
- Coupling and uncoupling heavy rail cars
- Working crazy hours, sometimes in the middle of the night
- Making sure everything’s safe so trains don’t derail
Claude Edward Elkins Jr wasn’t someone who read about railroad operations in a textbook. He lived it. He worked as a conductor, ran locomotives as an engineer, and even supervised rail yards as a yardmaster. He did the real work that makes the railroad industry function.
And here’s the thing—that ground-level experience gave him something you can’t buy: respect from the workers and real understanding of how things actually work.
Making the Big Switch: From Operations to Marketing
After spending years mastering the operational side of railroading, Elkins made a smart move. He switched over to marketing and sales, specifically focusing on intermodal operations.
Now, what’s intermodal? It’s basically when you move shipping containers between different types of transportation—ships, trains, and trucks. It’s complicated stuff, but it’s also the future of freight transportation because it’s efficient and better for the environment.
Ed Elkins spent 20 years becoming an expert in this field. He understood not just how to move freight, but why customers would choose rail over trucks, how to price services, and how to build relationships that last.
Moving Up the Ladder
Elkins kept proving himself and moving up:
- 2016: They put him in charge of Chemicals Marketing—a big deal because chemicals require special handling and there’s tons of regulations
- 2018: Promoted to lead Industrial Products, managing everything from steel to agricultural products
- 2021: Made Executive Vice President and Chief Commercial Officer—basically, he became the guy in charge of all the money-making activities at Norfolk Southern
What He Does Now: Running the Show at Norfolk Southern
As Chief Commercial Officer, Claude Edward Elkins Jr oversees a massive operation. We’re talking about:
- Intermodal business: Moving millions of containers across the eastern United States
- Automotive shipping: Norfolk Southern is the biggest rail shipper of cars and auto parts in America
- Industrial products: Chemicals, metals, construction materials, farm products—you name it
- Real estate development: Building facilities where companies can easily ship by rail
- Customer service: Making sure clients are happy and their freight gets where it needs to go on time
This isn’t just a big job—it’s a huge responsibility. Norfolk Southern is a Fortune 500 company that moves over 7 million carloads every year. When Elkins makes decisions, they affect thousands of employees, thousands of customers, and the entire American economy.
How He Leads: A Different Kind of Boss
The “I’ve Been There” Approach
What makes Claude Edward Elkins Jr different from a lot of executives? He’s actually done the jobs his employees do. When he talks to railroad workers, they know he gets it. He’s climbed on locomotives in the rain. He’s worked overnight shifts. He’s dealt with the same challenges they face.
That’s not common in corporate America. Most executives go straight from business school to the executive floor. Elkins earned his way up, and people respect that.
His Marine Corps background also shows in how he operates. He’s disciplined, focused on the mission, and values teamwork above everything else.
Focusing on What Matters
Elkins keeps things pretty straightforward. His priorities are:
- Give customers reliable service: If you say a shipment will arrive Tuesday, it better arrive Tuesday
- Use our advantages: Norfolk Southern connects to major cities and 54 ports—that’s valuable
- Be efficient: Run trains on time, don’t waste resources, make the operation smooth
- Embrace technology: Use GPS tracking, digital inspections, and modern tools to work smarter
He’s not about fancy corporate buzzwords. He’s about getting results.
Big Wins Under Elkins’ Leadership
Growing the Business
Since Ed Elkins took over commercial operations, Norfolk Southern has accomplished some impressive stuff:
- Led the entire railroad industry in volume growth in 2024
- Intermodal volumes jumped 8%—that’s a lot of containers
- Handled major challenges like bridge collapses without falling apart
- Brought in more new business than they had facility space to handle
Smart Investments
Elkins has pushed for major investments in infrastructure:
- Bought the Cincinnati Southern Railwayto expand the network
- Upgraded tracks in Alabama to handle more traffic
- Launched RailPulse, a GPS system that lets customers track their shipments in real-time
- Modernized operations with digital technology
Caring About the Environment
Here’s something people don’t always think about: trains are way better for the environment than trucks. A train can move one ton of freight almost 500 miles on a single gallon of fuel. Try doing that in a truck.
Norfolk Southern helps customers avoid about 15 million tons of carbon emissions every year by using rail instead of highways. Elkins talks about this a lot because it’s important—companies want to reduce their environmental impact, and rail helps them do that.
Beyond the Railroad: Giving Back to the Community
Running the Georgia Chamber of Commerce
In 2025, Claude Edward Elkins Jr became the first railroad executive ever to chair the Georgia Chamber of Commerce. That’s a big deal. It shows how much respect he has in Georgia’s business community.
When Norfolk Southern moved its headquarters from Virginia to Atlanta in 2022, Elkins and his family didn’t just move—they committed to becoming part of Georgia. He didn’t want to be some out-of-towner just passing through. He wanted to contribute to the state.
As chamber chair, he’s focused on keeping Georgia business-friendly, managing taxes smartly, and addressing energy and trade issues.
Serving on Important Boards
Elkins serves on boards for several major organizations:
- National Association of Manufacturers (Board member)
- Georgia Chamber of Commerce (Chairman)
- TTX Company (Board member)
- East Lake Foundation (Board member)
- Various transportation and logistics groups
He’s not just collecting fancy titles. He’s actively involved in making these organizations better.
Never Stopped Learning
Even though Claude Edward Elkins Jr already had decades of experience, he kept going back to school:
- Got his MBA in Port and Maritime Economics from Old Dominion University
- Completed the General Management Program at Harvard Business School
- Did executive development programs at UVA Darden
- Took supply chain leadership training at the University of Tennessee
Think about that. A guy who already knows the railroad business inside and out still takes time to learn more. That’s the mindset that separates good leaders from great ones.
Family Man Making a Fresh Start
After spending his whole career in Virginia, Ed Elkins moved his family to Buckhead, Atlanta, when Norfolk Southern relocated. He’s been clear about wanting to be part of the Georgia community, not just work there.
That kind of commitment shows you what kind of person he is. He doesn’t just show up for work—he shows up for the community.
What We Can Learn from Elkins’ Story
Starting at the Bottom Isn’t a Bad Thing
A lot of people today want to skip the entry-level jobs and jump straight to management. Claude Edward Elkins Jr proves that starting at the bottom and learning the business from the ground up is actually a huge advantage. He knows things that no amount of schooling can teach you.
Keep Growing, Always
Elkins never stopped learning or developing new skills. He went from operations to marketing. He got multiple advanced degrees. He adapted as the industry changed. That flexibility and hunger to improve kept him moving forward.
Real Leadership Is About Service
Whether it was serving in the Marines, working as a brakeman, or leading a Fortune 500 company, Elkins has always focused on serving others—his country, his coworkers, his customers, and his community.
Authenticity Matters
Ed Elkins doesn’t pretend to be someone he’s not. He’s a Virginia kid who worked hard, served his country, and earned every promotion. People trust him because he’s genuine.
What’s Next for Railroads and Elkins
As Claude Edward Elkins Jr continues leading Norfolk Southern’s commercial strategy, some big trends are shaping the future:
Technology Is Changing Everything
Elkins is pushing hard for digital transformation. GPS tracking, autonomous inspections, AI-powered scheduling—these aren’t science fiction anymore. They’re making railroads safer, more efficient, and easier for customers to work with.
Green Transportation Is Growing
With everyone focused on climate change, companies are looking for ways to reduce emissions. Rail transportation is four times more fuel-efficient than trucking, which makes it attractive for companies trying to meet environmental goals.
Supply Chains Need to Be Reliable
COVID showed everyone how fragile supply chains can be. Elkins focuses on reliability because customers need to know their freight will get there on time, every time.
Good Workers Are Hard to Find
The railroad industry, like a lot of industries, needs skilled workers. Elkins understands this because he came up through the ranks. Creating career paths that attract talented people is crucial for the industry’s future.
Wrapping It Up: A True Success Story
Claude Edward Elkins Jr isn’t some overnight success or lucky person who was in the right place at the right time. He’s a guy who started at the bottom, worked incredibly hard, kept learning, stayed humble, and earned his way to the top.
His journey from railroad brakeman in 1988 to Executive Vice President in 2021 shows that the old-fashioned values still work: hard work, integrity, continuous learning, and treating people right.
As Norfolk Southern moves forward under Elkins’ commercial leadership, you can bet those same principles will keep guiding the company. And for anyone wondering if it’s still possible to work your way up in corporate America, Ed Elkins’ story is proof that it absolutely is.
The best part? His story isn’t finished yet. He’s still leading, still innovating, and still showing what real leadership looks like.
Want to know more? Head over to ABC Magazine.
