Director, Marketing

1 month ago

Montréal, Canada Canadian National Railway Full time

At CN, every day brings new and exciting challenges. You can expect an interesting environment where you are 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 Director, Sales and Marketing is responsible for leading the Sales and Marketing organization for their portfolio of businesses. The role develops strategies to maximize contribution. Furthermore, the role maximizes yields by leveraging price, capacity, and equipment optimization.

Main Responsibilities

Process, Capacity Optimization, Sustainable Growth and Yield Maximization
- Develop the sales and market strategy, pricing guidelines and marketing policy for the business unit
- Create contract strategies aimed to grow price and contribution to secure market share, increase volume and maximize yield
- Manage contract cycle from Strategy, Price Volume Mix (PVM), to negotiation, publication, signature and filing in collaboration with the Sales team
- Administer monthly rate calculator in accordance with corporate policy
- Administer PVM analysis in compliance with corporate policy, while streamlining processes toward PVM automation
- Balance volume and price targets based on customer needs, network and CN’s priorities
- Forecast and budget short
- and long-term revenues and communicate with colleagues and the Operating Committee for planning purposes
- Communicate clear Key Performance Indicators (KPIs) and accountability to the Marketing team
- Maintain a deep knowledge of ever-changing sector market drivers, key customer sales and growth strategies to formulate growth, pricing, and renewal strategies
- Focus on up-scale opportunities to maximize yield, revenues, and profitability as well as increase return on capacity
- Direct marketing communications efforts to customers
- Direct Transload strategy and growth initiatives throughout the CN network
- Create synergies that generate a higher yield on expenditures
- Manage the development and maintain up-to-date marketing tools, brochures and presentation for the Leadership and Sales teams
- Develop new products and enhance current products to meet ever changing customer demands

Team Development
- Lead a team and support them in their portfolios
- Shape and guide direct reports on their professional development plans and foster their growth within the role
- Foster communication among team members and establish links with other internal and external stakeholders

Working Conditions

The role has standard working conditions in an office environment with a regular workweek from Monday to Friday. The incumbent is expected to work weeknights and weekends when needed. The role requires frequent travel (40%) across North America to visit customer and partner offices. Due to the nature of the role, the incumbent must be able to meet tight deadlines, handle pressure, and stress.

**Requirements**:
Experience

Marketing
- Between 10 to 15 years of experience leading a large-scale Sales and Marketing organization within the logistics, supply chain or global industries
- Experience developing product and service offering
- Experience managing in a fast-paced environment
- Experience growing revenue through effective pricing strategies while maintaining customer retention
- Experience developing talent towards successful execution
- Experience interfacing, influencing, and educating both within CN, and with customers’ organizations at various levels

Education/Certification/Designation
- Bachelor’s or Master’s Degree in Business Administration or a related field
- Bachelor’s Degree in Finance, Economics or Accounting*

*Any designation for these above would be considered as an asset

Competencies
- Demonstrates agility and drives change
- Knows the business and stays current on industry needs
- Applies critical thinking
- Demonstrates active listening
- Solves problems to create value
- Collaborates with others and shares information
- Sets direction and inspires others
- Communicates with impact
- Delegates and empowers others to create accountability
- Develops self and others

Technical Skills/Knowledge
- Knowledge of the transportation industry including rail, truck and intermodal
- Knowledge of domestic markets
- Knowledge of economic and market dynamics
- Strong data reporting and monitoring skills
- Advanced knowledge of Microsoft Office (Word, Excel, PowerPoint, Outlook)
- Knowledge of Power BI, Business Objects and Python*

*Any knowledge for any of the above would be considered as an asset

**About CN**

CN is a world-class transportation leader and trade-enabler. Essential to the economy, to the custo

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