National Account Manager, Merchandise

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 sales professional to manage key Merchandise customers. The candidate will lead the generation of quality revenue growth, revenue retention and value through new business development, line haul extension, contract negotiations/renewals and execution of price strategies. The candidate in the 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 future revenue growth. This position can be based in Chicago, IL or Mississauga, ON.

POSITION ACCOUNTABILITIES:

• Develop and implement account and sales strategy
• Assess and mitigate key risks to the business strategy
• Meet yield, price, total revenue targets and standards
• 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
• Develop customer relationships with key current and future customers, partners and organizations as required to achieve the business strategy
• 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 team members
• Ensure the Opportunity Pipeline is deep and robust with revenue growth opportunities
• Manage multiple large projects with extended sales cycle
• Build and mentor an outstanding sales organization and growth culture
• Work closely with our operating and asset management team to ensure execution on transportation service
• Exemplifies CPKC Vision, Values, and Culture in each and every interaction with team, clients, and other partners
  
  

POSITION REQUIREMENTS:

• Bachelor’s degree in business, marketing, supply chain or a related field or possess equivalent professional work experience
• Minimum 3 years of professional experience within the rail, transportation, logistics, or supply chain industry
• Professional experience handling larger, high profile, national accounts
• Ability to travel up to 10-35% across the network
• Must possess a valid driver’s license and passport for cross-border travel
  
  

WHAT CPKC HAS TO OFFER:

• Flexible and competitive benefits package
• Competitive company pension and/or retirement plans
• Employee Share Purchase Plan
• 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

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
• Verification of driver’s license and driving history
• Verification 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 will be required to obtain a certification or to maintain your current certification/qualification as a conductor or locomotive engineer.

For our US applicants, CPKC is an equal opportunity/affirmative action employer, inclusive of protected veterans and individuals with disabilities . For Canadian applicants 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: 104574
• Department: Sales & Marketing
• Job Type: Full-Time
• Position Type: Non-Union
• Location: Chicago, IL or Mississauga, ON
• Country: United States
• % of Travel: 20-30%
• # of Positions: 1
• Job Grade: 3
• Job Available to: Internal & External