Account Manager, Industrial Products

4 months ago

Montréal, Canada Canadian National Railway Full time

At CN, everyday brings new and exciting challenges. You can expect an interesting environment where you’re part of making sure our business is running optimally and safely―helping keep the economy on track. We provide the kind of paid training and opportunities that long-term careers are built on and we recognize hard workers who strive to make a difference. You will be able to thrive in our close-knit, safety-focused culture working together as ONE TEAM. The careers we offer are meaningful because the work we do matters. Join us

Job Summary

The Account Manager is responsible for identifying and pursuing opportunities with new and existing customers. The incumbent asks customers pertinent questions in order to understand their transportation needs and match them to CN’s service delivery capabilities. The position stays abreast of competitive developments in customers’ markets and seeks opportunities for growth.

Main Responsibilities
- Manage commercial aspects of several key customers
- Develop account growth strategies for customers and maintain existing relationships
- Create strategies for new business development, including prospecting, cold calling, and sales pipeline management
- Deliver yearly revenue and price targets in alignment with the Company’s objectives
- Collaborate with operations personnel to identify available capacity for opportunistic selling to improve overall yield and asset utilization
- Cross-sell the full suite of the organization’s transportation services
- Address any potential service issues with operations personnel proactively
- Develop a reliable monthly revenue and volume forecast
- Contract renewals and regular negotiations
- Act as a Safety advocate with customer base in accordance with CN’s values
- Maintain compliance and reporting Safety incidents internally

Working Conditions

The role has standard working conditions in an office environment with a regular workweek from Monday to Friday. Due to the nature of the role, the incumbent must be able to meet tight deadlines, handle pressure, and stress. The role requires regular travel.

**Requirements**:
Experience

Sales or Marketing
- Minimum 5 years of experience in sales or marketing, preferably in transportation and logistics services
- Experience in major contract negotiations

Education/Certification/Designation
- Bachelor's or Master's Degree in Commerce, Marketing, Finance, Business Administration, or equivalent

Competencies
- Demonstrates active listening
- Collaborates with others and shares information
- Solves problems to create value
- Communicates with impact
- Knows the business and stays current on industry needs
- Applies critical thinking
- Fluently bilingual both written and verbal (English, French)*
- Any skills/attributes for these above would be considered as an asset

Technical Skills/Knowledge
- Knowledge of rail or other transportation services
- Advanced knowledge of Microsoft Suite (Excel, PowerPoint, and Word), including SalesForce, Tableau, and Power BI
- Negotiation and time management skills
- Ability to handle multiple projects simultaneously

**About CN**

CN is a world-class transportation leader and trade-enabler. Essential to the economy, to the customers, and to the communities it serves, CN safely transports more than 300 million tons of natural resources, manufactured products, and finished goods throughout North America every year. As the only railroad connecting Canada’s Eastern and Western coasts with the Southern tip of the U.S. through a 19,500 mile rail network, CN and its affiliates have been contributing to community prosperity and sustainable trade since 1919. CN is committed to programs supporting social responsibility and environmental stewardship. At CN, we work as ONE TEAM, focused on safety, sustainability and our customers, providing operational and supply chain excellence to deliver results.

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