Account Manager, Grain

Canadian Pacific (CP) and Kansas City Southern (KCS) are now CPKC. As the only truly North American railway, we are making big moves! Drawing on our strong foundations and heritage, CPKC moves essential goods across our 20,000-mile network to support economic growth throughout Canada, the U.S. and Mexico. Be a part of history as we connect a continent and create exciting career opportunities across our new transnational network. Visit cpkcr.com to learn about the CPKC advantage, our purpose and culture.

 

PURPOSE OF THE POSITION:

CPKC is looking for a sales professional to manage a portfolio of grain customers. The candidate will lead the generation of quality revenue growth, revenue retention and value through new business development, line haul extension, contract negotiations/renewals and execution of price strategies. The candidate in the position will establish a deep market, industry and regulatory knowledge that develops and maintains effective relationships with customers and key stakeholders that positions CPKC for future revenue growth. 

 

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
• Exemplifies CPKC Vision, Values, and Culture in each and every interaction with team, clients, and stakeholders

 

POSITION REQUIREMENTS:

• Bachelor’s degree in business, marketing, supply chain or related discipline OR equivalent professional work experience
• Minimum 2 years of professional sales experience within the transportation, logistics, supply chain industry, or related industry
• Ability to travel up to 25-50% across the network
• Must possess a valid driver’s license and US passport

WHAT CPKC HAS TO OFFER:

• Flexible and competitive benefits package
• Competitive company pension and/or retirement plans
• Employee Share Purchase Plan
• Sales Incentive Program
• Annual Fitness Subsidy
• Part-time Studies P