Account Manager - Grain

The Account Manager, Grain, at CPKC plays a crucial role in driving revenue growth through strong customer relationships and strategic account management.

PURPOSE OF THE POSITION

The Account Manager, Grain, serves as CPKC's primary customer interface for a defined customer base, focusing on both annual and multi-year sales cycles. The role involves generating revenue through an existing portfolio of customers, building and managing relationships, and developing business accounts.

POSITION ACCOUNTABILITIES

• 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, leveraging all contractual traders and using 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 to offer customers the most competitive pricing options
• Be the customer advocate within CPKC for all commercial issues
• Communicate, contextualize, and convey CPKC's corporate strategy and key business messages to our customers and external market
• Act as the primary contact for sales counterparts at other Class One Railroads in regards to joint line business and opportunity development

POSITION REQUIREMENTS

• Bachelor’s degree in business, marketing, supply chain, or a related field or 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

WHAT CPKC HAS TO OFFER

• 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

PRE-EMPLOYMENT REQUIREMENTS

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

BECOMING A RAILROADER

• The possibility exists that the location of your position may be changed based on organizational requirements.
• Management Conductor Program

CULTURE OF INCLUSION

• Equal opportunity/affirmative action employer, inclusive of protected veterans and individuals with disabilities.
• Employment equity employer committed to the principles of employment equity and inclusion.
• Encourages 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 provided, as appropriate, upon request.