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Director, Business Development - Ports

  • Req ID: 100422
  • Department: Sales & Marketing
  • Job Type: Full-Time
  • Position Type: Non-Union
  • Location: Toronto, ON or Montreal, QC
  • Country: Canada
  • % of Travel: 80-90%
  • # of Positions: 1
  • Job Available to: Internal & External

 

*This position can be based either Toronto, ON or Montreal, QC*

 

Canadian Pacific is a transcontinental railway in Canada and the United States with direct links to major ports on the west and east coasts. CP provides North American customers a competitive rail service with access to key markets in every corner of the globe. CP is growing with its customers, offering a suite of freight transportation services, logistics solutions and supply chain expertise. Visit cpr.ca to see the rail advantages of CP. For more on our purpose, culture, and strategy, visit cpr.ca/en/about-cp.

 

PURPOSE OF THE POSITION:

As the Director, Business Development you will direct and manage port-related Business Development activities within key focus areas for our business, identifying and creating capacity for growth and improving the Company’s revenue streams. These objectives are achieved by initiating and managing major investment, network restructuring and development opportunities, and by providing input to corporate-wide strategic plans.

 

You will maintain regular liaison at the senior level with key transportation community stakeholders and chambers of commerce, protecting the Company’s interests, influencing infrastructure and policy decisions, and enhancing the Company’s competitive position.

 

POSITION ACCOUNTABILITIES:

  • Identify, qualify and close new business opportunities;
  • Obtain, synthesize and concisely articulate key customer and market intelligence;
  • Develop and execute account plans  (targets, key contacts, call cycles);
  • Be “present” in the market place with future customer base as well as chambers of commerce and trade associations;
  • Develop and execute sales representation strategies;
  • Utilize the Sales and communication tools available to ensure information sharing;
  • Act as the customer advocate within CP for all commercial issues;
  • Challenge the product or pricing specifications as set forth by Marketing in the event that such product features/ pricing are uncompetitive;
  • Communicate terms of sales to responsible parties including Service Requirements to facilitate execution and measurement of product sold;
  • Ability to deal with multiple stakeholders;
  • Ability to learn ‘on the job’ in a complex environment.  Values contribution/skilled knowledge of own and cross-functional team members. Able to analyze and identify freight, logistics or solution opportunities within North America;
  • Communicate, context and carry CP’s corporate strategy and key business messages to our customer base

 

POSITION REQUIREMENTS:

  • A university or college degree in a related discipline is required;
  • Must possess a minimum of 5 years of related experience;
  • Proven track record working to grow import and export business with North American Ports;
  • Experience with bulk and breakbulk port operations;
  • Strong overall rail knowledge/ CP strategy;
  • Superior Supply chain knowledge;
  • A keen understanding of regulatory affairs and risks;
  • Strategic approach to each potential customer given their market reach;
  • Strong negotiation skills and financial acumen;
  • Strong advocacy/ influence/ persuasion capabilities both within CP and with the customer;
  • Proven track record in new business development based on strong prospecting skills, and a pro-active sale approach;
  • Excellent organizational and time management skills;
  • Detail oriented and able to work under pressure while managing multiple tasks at once;
  • Experience sitting on councils, committees, and boards
  • 80 – 90% travel.

 

WHAT CP 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 national 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 CP. You may be required to obtain a certification or to maintain your current certification/qualification as a conductor or locomotive engineer.

 

CP is an equal opportunity employer committed to the principles of employment equity and inclusion. We welcome applications from all qualified individuals. All applicant information will be managed in accordance with the federal Personal Information Protection and Electronic Documents Act ("PIPEDA").

 

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