National Account Manager, Intermodal

Canadian Pacific (CP) and Kansas City Southern (KCS) are now CPKC. As the only truly North American railway, we are making big moves! Drawing on our strong foundations and heritage, CPKC moves essential goods across our 20,000-mile network to support economic growth throughout Canada, the U.S. and Mexico. Be a part of history as we connect a continent and create exciting career opportunities across our new transnational network. Visit cpkcr.com to learn about the CPKC advantage, our purpose and culture.

PURPOSE OF THE POSITION:

CPKC is looking for a strategic sales professional to manage key customers in the domestic intermodal space. The candidate will lead the generation of quality revenue growth, revenue retention and additional value through new business development, contract negotiations/renewals and execution of price and marketing strategies. The candidate in this position will establish a deep market, industry and regulatory knowledge that develops and maintains effective relationships with customers and key stakeholders that positions CPKC for sustained revenue growth. 

POSITION ACCOUNTABILITIES:

• Develop and execute account and commodity sales strategies
• Assess and mitigate key risks to the business strategy
• Meet yield, price, total revenue targets and standards
• Manage, maintain extensive customer relationship up to executive levels within CPKC and the customers
• Partner with internal stakeholders as required to achieve the business strategy for domestic intermodal
• Lead the development and execution of contract renewals implementing effective negotiating strategies
• Develop creative solutions and make good value trades during negotiations
• Identify, qualify and secure key business development opportunities
• Manage multiple large projects with extended sales cycle
• Provide complex and high value transportation and logistics supply chain solutions
• Effectively communicate terms of sale and collaborate with key stakeholder groups on service standards to facilitate execution and measure the reliability of the product sold to customers
• Gather market and customer intelligence and ensure it is communicated to key internal stakeholders
• Ensure the Opportunity Pipeline is deep and robust with revenue growth opportunities

POSITION REQUIREMENTS:

• Professional sales experience managing larger, high profile, national accounts
• Transportation industry knowledge is required
• Canadian and/or US Railway industry or transportation knowledge is an asset
• Trucking, 3PL, transportation logistics knowledge and experience required
• Excellent understanding of company products and services
• Excellent understanding of the key market segments
• Decision making and problem solving skills
• Extremely high relationship and customer relationship management skills
• Must be able to execute in the very tactical short term and longer term in excess of a year
• Excellent influencing and negotiation skills
• Strong written and verbal and presentation skills
• Financial acumen, financial analysis skills
• Understanding of commercial policies
• University degree/MBA in business, marketing or other
• Policy & regulatory understanding of impact on all markets
• Understanding of Supply Chain Logistics
• Understanding of national and international/global trade
• In depth knowledge of stratified selling

WHAT CPKC HAS TO OFFER:

• Flexible and competitive benefits package
• Competitive company pension plan
• Employee Share Purchase Plan
• Performance Incentive Program
• Sales Incentive Program
• Annual Fitness Subsidy
• Part-time Studies Program

ADDITIONAL INFORMATION:

As an employer with North American presence, the possibility does exist that the location of your position may be changed based on organizational requirements.

Background Investigation:

The successful candidate will need to successfully complete the following clearances:        

• Criminal history check
• Reference check

Management Conductor Program:

Becoming a qualified conductor or locomotive engineer is the single best way for a management employee to learn the business at CPKC. You may be required to obtain a certification or to maintain your current certification/qualification as a conductor or locomotive engineer.

CPKC is an employment equity employer committed to the principles of employment equity and inclusion. We encourage all qualified candidates to apply including women, Black, Indigenous, People of Colour (BIPOC), members of the LGBTQ+ community, and people with disabilities. Accommodations for the job application process can be provided, as appropriate, upon request. All applicant information will be managed in accordance with the federal Personal Information Protection and Electronic Documents Act (PIPEDA)”. 

• Req ID: 102582
• Department: Sales & Marketing
• Job Type: Full-Time
• Position Type: Non-Union
• Location: Toronto, Ontario
• Country: Canada
• % of Travel: 10-20%
• # of Positions: 1
• Job Grade: 3
• Job Available to: Internal & External

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