National Account Manager

PURPOSE OF THE POSITION: CPKC is looking for a sales professional to manage key Intermodal 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 from an accredited university or college, preferably in a job related major field of study Minimum seven (7) years of relevant professional experience, including specialized knowledge of a discipline utilized to lead an area of our business, or equivalent combination of education and experience 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 We Offer: Complete health and welfare benefits package Competitive salary Incentive plan Railroad Retirement benefits 401k savings Leave/vacation plan EEO Statement We value a culturally diverse workforce and are proud to be an equal opportunity employer while providing reasonable accommodations for all employees.
All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or any other legally protected basis, in accordance with applicable law.
Company Overview 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.
In addition to a culture that allows employees to thrive, we encourage resourcefulness with an award, recognizing employees who see a problem (or opportunity), find a solution, and use whatever authority and resources are available to get a job done well - accomplishing what was previously thought could not be done.