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

Employer Funded Retirement Plan

Employee Share Purchase Plan

Sales Incentive Program

Annual Fitness Subsidy

Part-time Studies Program

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.

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: 102686

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

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