National Account Manager

2 weeks ago

Calgary, Canada Canadian Pacific Full time

Req ID: 100808
- Department: Sales & Marketing
- Job Type: Full-Time
- Position Type: Non-Union
- Location: Calgary, AB or Winnipeg, MB
- Country: Canada
- % of Travel: 20-30%
- # of Positions: 1
- Job Available to: Internal & External
- Deadline to apply: 04/11/2023

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**:
**POSITION ACCOUNTABILITIES**:

- Develop and execute account and commodity 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 stakeholder 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 stakeholders;
- Ensure the Opportunity Pipeline is deep and robust with revenue growth opportunities;
- Manage multiple large projects with extended sales cycle;
- Build and mentor an exceptional sales organization and growth culture;
- Work closely with our operating and asset management team to ensure execution on transportation service.

**POSITION REQUIREMENTS**:

- University degree/MBA in business, marketing or other;
- Professional sales experience managing larger, high profile, national accounts;
- Commodity and/or Railway knowledge and experience;
- Transportation industry knowledge is required;
- Canadian and/or US Railway industry or transportation knowledge required;
- Trucking, 3PL, transportation logistics knowledge and experience;
- 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 communication skills;
- Financial acumen, financial analysis skills;
- Understanding of commercial policies;
- Policy & regulatory understanding of impact on all markets;
- Understanding of Supply Chain Logistics;
- Understanding of national and international/global trade business;
- In depth knowledge of stratified sales.

**WHAT CP HAS TO OFFER**:

- Flexible and competitive benefits package
- Competitive company pension plan
- Employee Share Purchase Plan
- Sales Incentive Program
- Annual Fitness Subsidy
- Part-time Studies Program
- Flexible Work Environment

**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**:

- 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.

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