Account Manager
Apply NowCompany: Canadian Pacific Railway Limited
Location: Waterloo, IA 50701
Description:
Hiring Salary Range : 102,000.00 - 134,000.00
This range represents the hiring range. Salaries are determined individually depending on skills and experience. You will also be eligible to an annual bonus, employee share investment program (ESIP), Pension, Benefits, Railroad Retirement Benefits (RRB) and other perks.
At CN, everyday brings new and exciting challenges. You can expect an interesting environment where you're part of making sure our business is running optimally and safely-helping keep the economy on track. We provide the kind of paid training and opportunities that long-term careers are built on and we recognize hard workers who strive to make a difference. You will be able to thrive in our close-knit, safety-focused culture working together as ONE TEAM. The careers we offer are meaningful because the work we do matters. Join us!
Job Summary
The Account Manager is responsible for identifying and pursuing opportunities with new and existing customers. The incumbent asks customers pertinent questions in order to understand their transportation needs and match them to CN's service delivery capabilities. The position stays abreast of competitive developments in customers' markets and seeks opportunities for growth.
Main Responsibilities
Handle commercial aspects of several key customers
Develop account growth strategies for customers and maintain existing relationships
Create strategies for new business development, including prospecting, cold calling, and sales pipeline management
Deliver yearly revenue and price targets in alignment with the Company's objectives
Collaborate with operations personnel to identify available capacity for opportunistic selling to improve overall yield and asset utilization
Cross-sell the full suite of the organization's transportation services
Address any potential service issues with operations personnel proactively
Develop a reliable monthly revenue and volume forecast Handle contract renewals and regular negotiations
Act as a safety advocate with customer base in accordance with CN's values
Maintain compliance and reporting safety incidents internally Account Manager 2
Working Conditions
The role has standard working conditions in an office environment with a regular workweek from Monday to Friday. Due to the nature of the role, the incumbent must be able to meet tight deadlines, handle pressure, and stress. The role requires regular travel (40%).
Requirements
Experience
Sales or Marketing
Minimum 5 years of experience in sales or marketing, preferably in transportation and logistics services
o Experience in major contract negotiations
Education/Certification/Designation
Bachelor's or Master's Degree in Commerce, Marketing, Finance, Business Administration, or equivalent
Competencies
Demonstrates active listening
Collaborates with others and shares information
Identifies needs and finds solutions to create value for all stakeholders
Communicates with impact
Knows the business and stays current on industry needs
Applies critical thinking
Technical Skills/Knowledge
Knowledge of rail or other transportation services
Advanced knowledge of Microsoft Office (Excel, PowerPoint, Word), including SalesForce, Tableau, and Power BI
Negotiation and time management skills
Fluently bilingual both written and verbal (English, French)*
*Any knowledge for these above would be considered as an asset
About CN
CN is a world-class transportation leader and trade-enabler. Essential to the economy, to the customers, and to the communities it serves, CN safely transports more than 300 million tons of natural resources, manufactured products, and finished goods throughout North America every year. As the only railroad connecting Canada's Eastern and Western coasts with the Southern tip of the U.S. through a 19,500 mile rail network, CN and its affiliates have been contributing to community prosperity and sustainable trade since 1919. CN is committed to programs supporting social responsibility and environmental stewardship. At CN, we work as ONE TEAM, focused on safety, sustainability and our customers, providing operational and supply chain excellence to deliver results.
This range represents the hiring range. Salaries are determined individually depending on skills and experience. You will also be eligible to an annual bonus, employee share investment program (ESIP), Pension, Benefits, Railroad Retirement Benefits (RRB) and other perks.
At CN, everyday brings new and exciting challenges. You can expect an interesting environment where you're part of making sure our business is running optimally and safely-helping keep the economy on track. We provide the kind of paid training and opportunities that long-term careers are built on and we recognize hard workers who strive to make a difference. You will be able to thrive in our close-knit, safety-focused culture working together as ONE TEAM. The careers we offer are meaningful because the work we do matters. Join us!
Job Summary
The Account Manager is responsible for identifying and pursuing opportunities with new and existing customers. The incumbent asks customers pertinent questions in order to understand their transportation needs and match them to CN's service delivery capabilities. The position stays abreast of competitive developments in customers' markets and seeks opportunities for growth.
Main Responsibilities
Handle commercial aspects of several key customers
Develop account growth strategies for customers and maintain existing relationships
Create strategies for new business development, including prospecting, cold calling, and sales pipeline management
Deliver yearly revenue and price targets in alignment with the Company's objectives
Collaborate with operations personnel to identify available capacity for opportunistic selling to improve overall yield and asset utilization
Cross-sell the full suite of the organization's transportation services
Address any potential service issues with operations personnel proactively
Develop a reliable monthly revenue and volume forecast Handle contract renewals and regular negotiations
Act as a safety advocate with customer base in accordance with CN's values
Maintain compliance and reporting safety incidents internally Account Manager 2
Working Conditions
The role has standard working conditions in an office environment with a regular workweek from Monday to Friday. Due to the nature of the role, the incumbent must be able to meet tight deadlines, handle pressure, and stress. The role requires regular travel (40%).
Requirements
Experience
Sales or Marketing
Minimum 5 years of experience in sales or marketing, preferably in transportation and logistics services
o Experience in major contract negotiations
Education/Certification/Designation
Bachelor's or Master's Degree in Commerce, Marketing, Finance, Business Administration, or equivalent
Competencies
Demonstrates active listening
Collaborates with others and shares information
Identifies needs and finds solutions to create value for all stakeholders
Communicates with impact
Knows the business and stays current on industry needs
Applies critical thinking
Technical Skills/Knowledge
Knowledge of rail or other transportation services
Advanced knowledge of Microsoft Office (Excel, PowerPoint, Word), including SalesForce, Tableau, and Power BI
Negotiation and time management skills
Fluently bilingual both written and verbal (English, French)*
*Any knowledge for these above would be considered as an asset
About CN
CN is a world-class transportation leader and trade-enabler. Essential to the economy, to the customers, and to the communities it serves, CN safely transports more than 300 million tons of natural resources, manufactured products, and finished goods throughout North America every year. As the only railroad connecting Canada's Eastern and Western coasts with the Southern tip of the U.S. through a 19,500 mile rail network, CN and its affiliates have been contributing to community prosperity and sustainable trade since 1919. CN is committed to programs supporting social responsibility and environmental stewardship. At CN, we work as ONE TEAM, focused on safety, sustainability and our customers, providing operational and supply chain excellence to deliver results.