National Account Manager

7 months ago

Toronto, Canada Canadian Pacific Full time

**PURPOSE OF THE POSITION**:
**POSITION ACCOUNTABILITIES**:

- Develop and execute account and commodity sales strategies
- Assess and mitigate key risks to the business strategy
- Meet yield, price, total revenue targets and standards
- Manage, maintain extensive customer relationship up to executive levels within CPKC and the customers
- Partner with internal stakeholders as required to achieve the business strategy for domestic intermodal
- 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
- Manage multiple large projects with extended sales cycle
- Provide complex and high value transportation and logistics supply chain solutions
- 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 stakeholders
- Ensure the Opportunity Pipeline is deep and robust with revenue growth opportunities

**POSITION REQUIREMENTS**:

- Professional sales experience managing larger, high profile, national accounts
- Transportation industry knowledge is required
- Canadian and/or US Railway industry or transportation knowledge is an asset
- Trucking, 3PL, transportation logistics knowledge and experience required
- Excellent understanding of company products and services
- Excellent understanding of the key market segments
- Decision making and problem solving skills
- Extremely high relationship and customer relationship management skills
- Must be able to execute in the very tactical short term and longer term in excess of a year
- Excellent influencing and negotiation skills
- Strong written and verbal and presentation skills
- Financial acumen, financial analysis skills
- Understanding of commercial policies
- University degree/MBA in business, marketing or other
- Policy & regulatory understanding of impact on all markets
- Understanding of Supply Chain Logistics
- Understanding of national and international/global trade
- In depth knowledge of stratified selling

**WHAT CPKC 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 North American presence, the possibility does exist that the location of your position may be changed based on organizational requirements.

**Background Investigation**:

- 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 CPKC. You may be required to obtain a certification or to maintain your current certification/qualification as a conductor or locomotive engineer.
- Req ID: 101780
- Department: Sales & Marketing
- Job Type: Full-Time
- Position Type: Non-Union
- Location: Toronto, Ontario
- Country: Canada
- % of Travel: 10-20%
- # of Positions: 1
- Job Grade: 4
- Job Available to: Internal & External

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