Sales Leader
Apply NowCompany: Canadian Pacific Railway Limited
Location: Homewood, IL 60430
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 US Sales Leader is responsible for leading the team of Regional Sales Account Managers to increase CN's revenue, carloads and profitability in line with corporate goals. The incumbent works closely with the Sales team to foster a consultative selling approach within the Sales team to ensure solutions are tailored to meet client needs. Furthermore, the role requires the Sales Leader to coach, motivate and empower the Sales team as the success of the team will be the success of the leader. In addition, the Sales Leader will maintain and build close customer relationships identifying new areas of opportunity for products, services, and locations to position CN ahead of the competition, and increase market share.
Main Responsibilities
Sales
Understand where capacity exists, share the knowledge with the team and to sell to that capacity
Support Account Managers develop growth strategies for their territories
Deliver revenue related targets as set out by the company
Support Account Managers with customer meetings, contract negotiations and where service issues or processes limit ability to progress an initiative
Cross-sell the full suite of CN Transportation services
Provide regular reports of customer business opportunities (and challenges) and territory market and industry trends
Ensure the Sales team follows process and handles contract renewals and regular negotiations, protections, account transfers, and other functions
Motivate and engage team to look for every sales opportunity
Understand the competition and how CN can counter it
Understand how CN can provide added value to gain market share
Keep and maintain a pipeline of business growth opportunities per territory and Sales Manager
Develop appropriate metrics to measure growth pipeline advances
People Development
Set clear team objectives aligned with corporate goals
Engage, empower and motivate Sales account managers to achieve their goals, drive improvements
Work on each Sales employee's customized career development plan. Invest in ensuring Sales employees acquire new skills, sharpen existing ones, perform better, increase productivity, and ultimately become better leaders
Teach and provide learning experience to the team
Dedicate time regularly to provide to exchange feedback, gain insights, and make the Sales team feel listen and valued
Yield Increase and Administration
Undergo yield analysis and strategies to improve CN's profitability
Maintain focus on profitability growth
Understand and sell the right mix of traffic lane, customer, equipment, balance and profitability
Carry out cost reduction and service improvement initiatives
Focus on systemic improvement to what we do
Drive additional adherence to structured working and decision-making processes
Capture and act on lessons learned
Ensure consistent use of Sales tools like Salesforce
Working Conditions
The role has standard working conditions with a regular workweek from Monday to Friday. The role is required to work overtime hours and weekends when necessary. Due to the nature of the role, the incumbent must be able to meet tight deadlines, handle pressure, and stress. The role requires frequent travel (50%) to meet account managers, customers, stakeholders in person within USA and Canada.
Requirements
Experience
Between 7 to 10 years of experience in Sales, Marketing
o Experience in operations*
o Experience in project management and creating KPIs
o Experience with costing, yield management and profitability
o Experience in developing market or business strategies
o Experience in railway industry or supply chain*
*Any experience for these above would be considered as an asset
Education/Certification/Designation
Bachelor's Degree in Business, Engineering, or a related field
Master's Degree in Business Administration (MBA)*
*Any designation for these above would be considered as an asset
Competencies
Shows strong desire to lead, coach, and empower team members
Collaborates with others and shares information
Sets direction and inspires others
Communicates with impact
Demonstrates agility and drives change
Leverages feedback and coaching to improve performance
Knows the business and stays current on industry needs
Ability to maintain and strengthen customer relationships internally and externally
Identifies needs and finds solution to create value for all stakeholders
Fluency in French and/or Spanish is an asset
Technical Skills/Knowledge
Understanding of CN's overall operations
Advanced knowledge of Microsoft Office (Excel, PowerPoint, Word)
Knowledge of competitive transportation landscape and business environment
Technical communication to explain complex concepts and processes in simple and clear language that your prospects can understand and relate to
Technical Problem-Solving to troubleshoot issues, provide solutions, and handle objections. Ability to think creatively, analytically, and strategically, and use data and evidence to support your arguments and recommendations
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 US Sales Leader is responsible for leading the team of Regional Sales Account Managers to increase CN's revenue, carloads and profitability in line with corporate goals. The incumbent works closely with the Sales team to foster a consultative selling approach within the Sales team to ensure solutions are tailored to meet client needs. Furthermore, the role requires the Sales Leader to coach, motivate and empower the Sales team as the success of the team will be the success of the leader. In addition, the Sales Leader will maintain and build close customer relationships identifying new areas of opportunity for products, services, and locations to position CN ahead of the competition, and increase market share.
Main Responsibilities
Sales
Understand where capacity exists, share the knowledge with the team and to sell to that capacity
Support Account Managers develop growth strategies for their territories
Deliver revenue related targets as set out by the company
Support Account Managers with customer meetings, contract negotiations and where service issues or processes limit ability to progress an initiative
Cross-sell the full suite of CN Transportation services
Provide regular reports of customer business opportunities (and challenges) and territory market and industry trends
Ensure the Sales team follows process and handles contract renewals and regular negotiations, protections, account transfers, and other functions
Motivate and engage team to look for every sales opportunity
Understand the competition and how CN can counter it
Understand how CN can provide added value to gain market share
Keep and maintain a pipeline of business growth opportunities per territory and Sales Manager
Develop appropriate metrics to measure growth pipeline advances
People Development
Set clear team objectives aligned with corporate goals
Engage, empower and motivate Sales account managers to achieve their goals, drive improvements
Work on each Sales employee's customized career development plan. Invest in ensuring Sales employees acquire new skills, sharpen existing ones, perform better, increase productivity, and ultimately become better leaders
Teach and provide learning experience to the team
Dedicate time regularly to provide to exchange feedback, gain insights, and make the Sales team feel listen and valued
Yield Increase and Administration
Undergo yield analysis and strategies to improve CN's profitability
Maintain focus on profitability growth
Understand and sell the right mix of traffic lane, customer, equipment, balance and profitability
Carry out cost reduction and service improvement initiatives
Focus on systemic improvement to what we do
Drive additional adherence to structured working and decision-making processes
Capture and act on lessons learned
Ensure consistent use of Sales tools like Salesforce
Working Conditions
The role has standard working conditions with a regular workweek from Monday to Friday. The role is required to work overtime hours and weekends when necessary. Due to the nature of the role, the incumbent must be able to meet tight deadlines, handle pressure, and stress. The role requires frequent travel (50%) to meet account managers, customers, stakeholders in person within USA and Canada.
Requirements
Experience
Between 7 to 10 years of experience in Sales, Marketing
o Experience in operations*
o Experience in project management and creating KPIs
o Experience with costing, yield management and profitability
o Experience in developing market or business strategies
o Experience in railway industry or supply chain*
*Any experience for these above would be considered as an asset
Education/Certification/Designation
Bachelor's Degree in Business, Engineering, or a related field
Master's Degree in Business Administration (MBA)*
*Any designation for these above would be considered as an asset
Competencies
Shows strong desire to lead, coach, and empower team members
Collaborates with others and shares information
Sets direction and inspires others
Communicates with impact
Demonstrates agility and drives change
Leverages feedback and coaching to improve performance
Knows the business and stays current on industry needs
Ability to maintain and strengthen customer relationships internally and externally
Identifies needs and finds solution to create value for all stakeholders
Fluency in French and/or Spanish is an asset
Technical Skills/Knowledge
Understanding of CN's overall operations
Advanced knowledge of Microsoft Office (Excel, PowerPoint, Word)
Knowledge of competitive transportation landscape and business environment
Technical communication to explain complex concepts and processes in simple and clear language that your prospects can understand and relate to
Technical Problem-Solving to troubleshoot issues, provide solutions, and handle objections. Ability to think creatively, analytically, and strategically, and use data and evidence to support your arguments and recommendations
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.