Regional Account Manager

3 weeks ago

Vancouver, Canada Canadian Pacific Full time

Req ID: 100746
- Department: Sales & Marketing
- Job Type: Full-Time
- Position Type: Non-Union
- Location: Calgary, AB or Vancouver, BC
- Country: Canada
- % of Travel: 30-40%
- # of Positions: 1
- Job Available to: Internal & External
- Deadline to apply: 04/10/2023

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**:
As a member of the CP 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 Intermodal and local Carload markets. This role will have a competitive sales incentive plan and will help CP grow our business with new sales and customers.

The Regional Account Manager will be CP’s primary customer interface for a defined customer base however key to this role is the ability to generate new freight opportunities accretive to CP 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 Intermodal, Carload and Bulk teams;
- Develop 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 CP for all commercial issues;
- Work with the Marketing, Product and Pricing Team to offer customers the most competitive pricing options;
- Communicate, context and carry CP’s corporate strategy and key business messages to our customers and external market;
- 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**:

- Must possess a University degree in business, marketing, supply chain or related field;
- Previous sales experience is a requirement;
- Previous exposure within Intermodal transportation, supply chain management, distribution, or logistics is 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 CP internal stakeholders as well with the customers;
- 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;
- Must be fluent verbally and in writing in French and English;

**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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