Director Sales Merchandise

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:

The Director Sales Merchandise will lead a team of professional sales account managers in the generation of quality revenue growth, revenue retention and value through new business development, contract negotiations and renewals and execution of price strategies.  The incumbent in this position will come to CPKC with rail sales industry.  The Sales Director will establish deep market, industry and regulatory knowledge that develops and maintains effective relationships with customers and key stakeholders that position CPKC for future revenue growth.   

 

POSITION ACCOUNTABILITIES:

• Lead the generation and retention of high-quality commercial portfolio for assigned account base through retained and new business development; contract negotiations/renewals; price strategies; new services; and cross-enterprise supply chain alignment
• Ensure the Opportunity Pipeline is deep and robust with revenue growth opportunities
• Ensure the development and maintaining of strong and effective relationships with customers and key stakeholders that position CPKC for future revenue growth
• Develop and execute account and commodity sales strategies
• Assess and mitigate key risks to business strategies
• Lead a team of sales professionals to meet and exceed revenue targets within agreed upon parameters, and provides effective post-sales support to retain business
• Accountability to manage the escalation of service management issues and ensure resolution
• Lead portfolio development and Operating Income enhancement through the development of customer and segment strategies that includes base and enhanced, or customized offerings
•  Lead the delivery of after-sales commercial services to support the information requirements of the customer
• Develop and ensure compliance to commercial terms, service commitments, and yield improvement initiatives
• Lead market and sales strategies within portfolio
• Direct contract negotiations and renewals as required, ensuring that the terms follow Line of Business and CPKC corporate strategies and meet yield, price, and revenue targets
• Achieve operating income-based margins as defined in the annual business planning cycle
• Develop and maintain customer relationships with key customers, partners and stakeholder organizations as required to achieve the business strategy
• Identify, qualify and secure key business development opportunities within portfolio
• Develop and mentor an exceptional sales organization and culture
• Improve the effectiveness of the organization through the refinement of key processes within scope of accountabilities
• Develop and meet key expense budgets/targets

 

POSITION REQUIREMENTS:

• 7 years professional sales experience in supply chain, transportation, rail or other related industry, with a min. 2+ years in a leadership role 
• Bachelor’s degree in management, marketing, economics, finance, or other
• Canadian & US Rail Industry knowledge
• Demonstrated ability to generate leads and close sales
• Strong relationship building and communications capability
• Strong understanding of the buying process
• Strong understanding of negotiation process and ability to execute
• Financial acumen
• Knowledge of CRM software and processes
• Strong PC skills, specifically Word, Excel
• Demonstrated results driven leadership coaching and mentoring skills
• Ability to work collaboratively with multiple stakeholders
• Ability to travel up to 50% across US and hold a valid US passport

 

WHAT CPKC HAS TO OFFER:

• Flexible and competitive benefits package
• Employer Funded Retirement 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.

 

Drug Test Elements:

CPKC is committed to the safety and health of its employees and the general public.  All new hires are required to undergo a drug screen.  We