National Account Manager, Merchandise

PURPOSE OF THE POSITION:

CPKC is looking for a sales professional to manage key merchandise 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 3 years of professional experience within the transportation, logistics, or supply chain industry
• Professional experience managing larger, high profile, national accounts
• Decision making and problem solving 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
• Experience with contract negotiation
• Ability to travel up to 25-50% across the network

• Flexible and competitive benefits package
• Employer Funded Retirement Plan
• Employee Share Purchase Plan
• Sales Incentive Program
• Annual Fitness Subsidy
• Part-time Studies Program

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 appreciate your cooperation in keeping CPKC safe and drug free. 

Background Investigation:

The successful candidate will need to successfully complete the following clearances:       

• Criminal history check
• Reference check
• Driver’s License Verification
• Last 3 years of driving 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 CPKC. You may be required to obtain a certification or to maintain your current certification/qualification as a conductor or locomotive engineer.

CPKC is an equal opportunity/affirmative action employer, inclusive of protected veterans and individuals with disabilities.

• Req ID: 102691
• Department: Sales & Marketing
• Job Type: Full-Time
• Position Type: Non-Union
• Location: Chicago, Illinois
• Country: United States
• % of Travel: 20-30%
• # of Positions: 1
• Job Available to: Internal & External

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