Regional Account Manager

2 weeks ago

Montréal, Canada Canadian Pacific Full time

**PURPOSE OF THE POSITION**:
As a member of the CPKC 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 Montreal, 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 CPKC grow our business with new sales and customers.

The Regional Account Manager will be CPKC’s primary customer interface for a defined customer base however key to this role is the ability to generate new freight opportunities accretive to CPKC 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 theIntermodal and Carload 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 CPKC for all commercial issues;
- Work with the Marketing and Pricing team to offer customers the most competitive pricing options;
- Communicate, context and carry CPKC’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 ideally 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 CPKC 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 CPKC HAS TO OFFER**:

- Flexible and competitive benefits package
- Competitive company pension plan
- Employee Share Purchase Plan
- Performance 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: 101121
- Department: Sales & Marketing
- Job Type: Full-Time
- Position Type: Non-Union
- Location: Montreal, Quebec
- Country: Canada
- % of Travel: 10-20%
- # of Positions: 1
- Job Grade: 4
- Job Available to: Internal & External

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