Account Manager Energy Chemicals & Plastics

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Account Manager, Energy Chemicals & Plastics 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.
PURPOSE OF THE POSITION:
The Railroad industry's highest performing Sales and Marketing team invites qualified sales professionals to apply for the position of Account Manager, Energy, Chemicals and Plastics (ECP). 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
Minimum 2 years professional sales experience within energy, transportation, logistics, or supply chain industries
Canadian and/or US Railway industry or transportation knowledge
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 national and international/global trade business
In depth knowledge of stratified sales
WHAT CPKC HAS TO OFFER :
Flexible and competitive benefits package
Competitive company pension plan
Employee Share Purchase Plan
Performance Incentive Program
Annual Fitness Subsidy
ADDITIONAL INFORMATION:
As an employer with North American 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
Reference 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 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 employment equity employer committed to the principles of employment equity and inclusion. We encourage all qualified candidates to apply including women, Black, Indigenous, People of Colour (BIPOC), members of the LGBTQ+ community, and people with disabilities. Accommodations for the job application process can be provided, as appropriate, upon request. All applicant information will be managed in accordance with the federal Personal Information Protection and Electronic Documents Act (PIPEDA)'.
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