Account Manager

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 Vancouver or Calgary, you will play a key role with a large focus on working within the local Carload markets. This role will have a competitive sales incentive plan and will help CPKC grow ourbusiness with new sales and customers.

The Account Manager will be CPKC’s primary customer interface for a defined customer base however key to this role is the ability to generate new freight opportunities accretive to CPKC via your knowledge of the marketplace and comfort prospecting 

POSITION ACCOUNTABILITIES:

• Identify new sustainable and profitable business opportunities through direct prospecting
• Progress qualified sales leads (pipelines of opportunities) and convert them into new revenue and positive operating income
• Develop, retain and expand current business within assigned customer base
• Meet and exceed yield, price, revenue and market share targets and standards as set out corporately by the  Carload / Merchandise teams
• Evelop and execute account profiles, sales account strategies and plans for assigned account and new business opportunities (targets, key contacts, call cycles) in the region
• Understand and document customers “terms of sales” for key internal stakeholders to facilitate execution and measurement of product sold
• Obtain, synthesize, and concisely articulate key customer and market information; collect and verify market information
• Be the customer advocate within CPKC for all commercial issues
• Work with the Marketing, Product and Pricing Team to offer customers the most competitive pricing options
• Be “present” in the market via networking, attendance and participation with various industry or professional groups within the region
• Act in a project development function by supporting business case creation for joint line business and opportunity development

POSITION REQUIREMENTS:

• Previous exposure with supply chain, distribution logistics is preferred required
• Previous exposure to Railroad Carload freight and market knowledge is preferred
• Negotiating skills, Strategic planning, Critical thinking and Financial analysis/acumen
• Proven track record in successfully closing deals Able to make connections and build/maintain strong relationships both internally and externally
• Able to build strong relationships with customer base across several layers in the customers organization
• Able to communicate complex issues to key stakeholders
• Strong advocacy/influence/persuasion capabilities (for CPKC internal stakeholders as well with the customer
• Excellent communication skills – written, verbal and presentation skills
• Ability to learn ‘on the job’ in a complex environment Values contribution of own and cross-functional team members

WHAT CPKC HAS TO OFFER:

• Flexible and competitive benefits package
• Competitive company pension plan
• Employee Share Purchase Plan
• Performance Incentive 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
• Education 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 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: 101684
• Department: Sales & Marketing
• Job Type: Full-Time
• Position Type: Non-Union
• Location: Vancouver, British Columbia
• Country: Canada
• % of Travel: 10-20%
• # of Positions: 1
• Job Grade: 4
• Job Available to: Internal & External

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