National Account Manager

3 weeks ago

Mississauga, Canada Canadian Pacific Full time

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.
- Req ID: 100824
- Department: Sales & Marketing
- Job Type: Full-Time
- Position Type: Non-Union
- Location: Mississauga, Ontario
- Country: Canada
- % of Travel: 30-40%
- # of Positions: 1
- Job Grade: 3
- Job Available to: Internal & External

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