Canadian Pacific Railway National Account Manager - Grain & Fertilizers in Calgary, Alberta
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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. CP provides 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 sales professional to manage key grain and fertilizer 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 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;
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.
Must possess a High School diploma or GED;
Previous operations related experience would be considered an asset;
Must be able to understand the Operating Plan & Local Service Operating Plan and compliance to it as it pertains to the yard;
Qualified Locomotive Engineer is an asset;
Must become Conductor or Engineer qualified and occasionally operate trains;
Must be or become rules qualified (CROR - Canadian Rail Operating Rules);
Must maintain certifications and licenses (i.e. Engineer Certification);
Ability to pin point expectations and provide positive and constructive feedback;
Ability to analyze, understand and resolve local issues related to interpreting variances to operating protocols;
Ability to understand and work with collective agreements and other applicable regulations;
Knowledge of and ability to conduct investigations;
Ability to accept change;
Ability to drill down, understand root cause and resolve complex issues;
Willing to be available as required on a 7x24 basis.
WHAT CP HAS TO OFFER:
Flexible and competitive benefits package
Competitive company pension plan
Employee Share Purchase Plan
Performance Incentive Program
Annual Fitness Subsidy
As an employer with national presence, the possibility does exist that the location of your position may be changed based on organizational requirements.
The successful candidate will need to successfully complete the following clearances:
Criminal history check
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 employer committed to the principles of employment equity and inclusion. We welcome applications from all qualified individuals. All applicant information will be managed in accordance with the federal Personal Information Protection and Electronic Documents Act ("PIPEDA").