Account Manager - Grain

PURPOSE OF THE POSITION

The Account Manager, Grain, will serve as CPKC's primary customer interface for a defined customer base, encompassing both annual and multiyear sales cycles. Revenue growth will be generated primarily through an existing portfolio of customers by building and managing strong relationships, leveraging deep knowledge of the merchandise market, and developing existing business accounts.

• Develop and execute sales account strategies and plans for assigned accounts and new business opportunities
• Meet and exceed yield, price, revenue and market share targets and standards as set out corporately by the Grain team
• Execute contract and tariff renewals within established trading space, looking to best leverage all contractual traders, while utilizing effective negotiation skills
• Progress qualified sales leads (pipelines of opportunities) and convert them into new revenue and positive operating income
• Highlight and document customers' "terms of sales" for key internal stakeholders to facilitate execution and measurement of product sold
• Obtain, synthesize and concisely articulate key customer and market information, collect and verify market information
• Work with the marketing and pricing team in order to offer customers the most competitive pricing options
• Be the customer advocate within CPKC for all commercial issues
• Communicate, contextualize and carry CPKC's corporate strategy and key business messages to our customers and our external market
• Act as the primary contact for sales counterparts at other class one railroads in regards to joint line business and opportunity development

• Bachelor's degree in business, marketing, supply chain or a related field or possess equivalent professional work experience
• Minimum of 3 years' professional sales experience managing larger, high profile accounts (railroad, transportation, logistics or supply chain industry experience is an asset but not required)
• Grain industry and market knowledge and intelligence is an asset
• Negotiating skills, strategic planning, critical thinking and financial analysis/acumen
• Track record in successfully closing deals and willingness to ask for the business or the sale
• Ability to learn commercial systems such as pricing systems, customer relationship management tools
• Ability to travel up to 40-60% across the network
• Excellent communication skills - written, verbal and presentation skills

• Sales Incentive Plan
• Flexible and competitive benefits package
• Competitive company pension and/or retirement plans
• Employee Share Purchase Plan
• Annual Fitness Subsidy
• Part-time Studies Program

Drug Testing

This position is subject to a negative company drug test.

Background Investigation

• Criminal history check
• Education verification
• Professional references
• Driver's license verification and driving history
• Passport verification
• Social Security Number verification

As an employee with a North American presence, the possibility does exist that the location of your position may be changed based on organizational requirements.

Management Conductor Program

Becoming a qualified conductor or locomotive engineer is the single best way for a management employee to learn the business  may be required to obtain a certification or to maintain your current certification/qualification as a conductor or locomotive engineer.

For our U.S. applicants, CPKC is an equal opportunity/affirmative action employer, inclusive of protected veterans and individuals with disabilities. For Canadian applicants 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 Color (BIPOC), members of the LGBTQ+ community and people with disabilities.

Accommodations for the job application process can be provide, as appropriate, upon request. All applicant information will be managed in accordance with the federal Personal Information Protection and Electronic Documents Act (PIPEDA).

• Req
• Department:
  Sales & Marketing
• Job Type: Full-Time
• Position Type:
  Non-Union
• Location:
  
  Fargo, North Dakota
• Country:
  United States
• % of Travel: 40-50%
• # of Positions: 1
• Job Grade: 4
• Job Available to:
  Internal & External