Canadian Pacific Railway National Account Manager (Energy, Chemicals and Plastics) - Chicago, IL in Chicago, Illinois
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Canadian Pacific is a transcontinental railway in Canada and the United States with direct links to major ports on the west and east coasts, providing 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.
PURPOSE OF THE POSITION:
CP is looking for a strategic account sales professional to manage key International customers and market. 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 CP for future revenue growth.
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;
Manage, maintain extensive customer relationship up to executive levels within CP and the customers;
Partner with internal stakeholders as required to achieve the business strategy for International markets;
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;
Manage multiple large projects with extended sales cycle;
Provide complex and high-value transportation and logistics supply chain solutions;
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.
Prior Railroad sales experience required;
Professional sales experience managing larger, high profile, national accounts;
International 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;
University degree/MBA in business, marketing or other;
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.
All candidates selected for an interview will be invited to participate in our online Sales Assessment process.
WHAT CP 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
As an employer with national presence, the possibility does exist that the location of your position may be changed based on organizational requirements.
Drug Test Elements:
CP 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 appreciate your cooperation in keeping CP safe and drug-free.
The successful candidate will need to successfully complete the following clearances:
Criminal history check
Last 3 years of driving history
Last 7 years of employment history
Social Security number verification
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.
CP is an equal opportunity/affirmative action employer, inclusive of protected veterans and individuals with disabilities.