Account Manager - Grain

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:

As a member of the CPKC sales team, you will be part of a proven sales and marketing team that has built success in the transportation industry for over a century. Based in Kansas City, MO you will play a key role working with customers across our rail network. This role will have a competitive sales incentive plan and will help CPKC grow our business with new sales and customers. 

The Account Manager Grain will be CPKC’s primary customer interface for a defined customer base of year and some multi-year sales cycles.  The generation of revenue growth will primarily be with an existing portfolio of customers through relationship building and management, through knowledge of the merchandise market and development of existing business accounts.

POSITION ACCOUNTABILITIES:

• Develop and execute sales account strategies and plans for assigned accounts and new business opportunities
• Meet and exceed yield, price, revenue and market share targets and standards as set out corporately by the Grain team
• Execute contract and tariff renewals within established trading space, looking to best leverage all contractual traders, while utilizing effective negotiation skills
• Progress qualified sales leads (pipelines of opportunities) and convert them into new revenue and positive operating income
• Highlight and document customers’ “terms of sales” for key internal stakeholders to facilitate execution and measurement of product sold
• Obtain, synthesizes and concisely articulates key customer and market information, collect and verify market information
• Work with the marketing and pricing team in order to offer customers the most competitive pricing options
• Be the customer advocate within CPKC for all commercial issues
• Communicate, context and carry CPKC’s corporate strategy and key business messages to our customers and our external market
• Act as the primary contact for sales counterparts at other class one railroads in regards to joint line business and opportunity development

POSITION REQUIREMENTS:

• University degree in business, marketing or related field
• Previous sales experience is a requirement
• Previous exposure within transportation, supply chain management, distribution, or logistics, rail preferred
• Grain industry and market knowledge and intelligence preferred
• Negotiating skills, strategic planning, critical thinking and financial analysis/acumen
• Track record in successfully closing deals and willingness to ask for the business or the sale
• Able to make connections and build/maintain strong relationships both internally and externally
• Strong advocacy/influence/persuasion capabilities (for CPKC internal stakeholders as well with the customers)
• Ability to learn commercial systems such as pricing systems, customer relationship management tools
• Excellent communication skills – written, verbal and presentation skills
• Bilingual (French/English/Spanish) is considered an asset
• Ability to deal with multiple stakeholders
• Willing and able to work in a team environment
• Self-starter and willingness to take initiative on customer opportunities and issues

WHAT CPKC HAS TO OFFER:

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

ADDITIONAL INFORMATION:

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

Drug Test Elements:

CPKC is committed to the safety and health of its employees and the general public.  All new hires are required to undergo a drug screen.  We appreciate your cooperation in keeping CPKC safe and drug free. 

Background Investigation:

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

• Criminal history check
• Reference check
• Last 3 years of driving history
• Last 7 years of employment history; includes military service 
• Social Security number verification  

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 equal opportunity/affirmative action employer, inclusive of protected veterans and individuals with disabilities. 

• Req ID: 102565
• Department: Sales & Marketing
• Job Type: Full-Time
• Position Type: Non-Union
• Location:  Kansas City, Missouri
• Country: United States
• % of Travel: 60-70%
• # of Positions: 1
• Job Grade: 4
• Job Available to: Internal & External

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