National Account Manager

PURPOSE OF THE POSITION:

CPKC is looking for a sales professional to manage key Energy, Chemicals and Plastics (ECP) 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

POSITION REQUIREMENTS:

• University degree/MBA in business, marketing or other is preferred
• Professional sales experience managing larger, high profile, national accounts
• 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

• 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: 102407
• Department: Sales & Marketing
• Job Type: Full-Time
• Position Type: Non-Union
• Location: Houston, Texas
• Country: United States
• % of Travel: 20-30%
• # of Positions: 1
• Job Available to: Internal & External

#LI-EF +1