Regional Account Manager

COVID-19 Vaccination Requirement:

Pursuant to the Government of Canada’s mandate that all federally-regulated employers require their employees to be fully vaccinated against COVID-19, CP requires all prospective employees to confirm their vaccination status, as part of the hiring process and as a condition of continued employment.

• Req ID: 91965
• Department: Sales & Marketing
• Job Type: Full-Time
• Position Type: Non-Union
• Location: Calgary, Alberta
• Country: Canada
• % of Travel:
• # of Positions: 2
• Job Available to: Internal & External
• Deadline to apply: 03/09/2022

Canadian Pacific is a transcontinental railway in Canada and the United States with direct links to major ports on the west and east coasts, providing North American customers a competitive rail service with access to key markets in every corner of the globe. CP is growing with its customers, offering a suite of freight transportation services, logistics solutions and supply chain expertise. Visit cpr.ca to see the rail advantages of CP.

PURPOSE OF THE POSITION

As a member of the CP sales team, you will be part of a proven sales and marketing team that has built success in the transportation industry for over a century. Based in Montreal or Quebec City, you will play a key role with a large focus on working within the Intermodal, Bulk and Carload markets. This role will have a competitive sales incentive plan and will help CP grow our business with new sales and existing and new customers.

The Regional Account Manager will be CP’s primary customer interface for a defined customer base. Another key to this role is the ability to generate new freight opportunities accretive to CP via your knowledge of the marketplace and comfort prospecting.

POSITION ACCOUNTABILITIES

• Identify new sustainable and profitable business opportunities through direct prospecting;
• Progress qualified sales leads (pipelines of opportunities) and convert them into new revenue and positive operating income;
• Develop, retain and expand current business within assigned customer base;
• Meet and exceed yield, price, revenue and market share targets and standards as set out corporately by the Intermodal, Bulk and Carload teams;
• Develop and execute account profiles, sales account strategies and plans for assigned account and new business opportunities (targets, key contacts, call cycles) in the region;
• Understand 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;
• Be the customer advocate within CP for all commercial issues;
• Work with the Marketing, Product and Pricing Team to offer customers the most competitive pricing options;
• Communicate, context and carry CP’s corporate strategy and key business messages to our customers and external market;
• Be “present” in the market via networking, attendance and participation with various industry or professional groups within the region;
• Act in a project development function by supporting business case creation for joint line business and opportunity development.

POSITION REQUIREMENTS

• Must possess a University degree in business, marketing, supply chain or related field;
• Previous sales experience is a requirement;
• Previous exposure within Intermodal transportation, supply chain management, distribution, or logistics is required;
• Previous exposure to Railroad Carload freight and market knowledge is preferred;
• Negotiating skills, Strategic planning, Critical thinking and Financial analysis/acumen;
• Proven track record in successfully closing deals;
• Able to make connections and build/maintain strong relationships both internally and externally;
• Able to build strong relationships with customer base across several layers in the customers organization;
• Able to communicate complex issues to key stakeholders;
• Strong advocacy/influence/persuasion capabilities (for CP internal stakeholders as well with the customers;
• Excellent communication skills – written, verbal and presentation skills;
• Ability to learn ‘on the job’ in a complex environment;
• Values contribution of own and cross-functional team members.

WHAT CP HAS TO OFFER:

• Flexible and competitive benefits package
• Competitive company pension plan
• Employee Share Purchase Plan
• Performance Incentive Program
• Annual Fitness Subsidy

ADDITIONAL INFORMATION:

As an employer with national presence, the possibility does exist that the location of your position may be changed based on organizational requirements.

Background Investigation:

The successful candidate will need to successfully complete the following clearances:

• Criminal history check
• Reference check

Management Conductor Program:

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

CP is an equal opportunity employer committed to the principles of employment equity and inclusion. We welcome applications from all qualified individuals. All applicant information will be managed in accordance with the federal Personal Information Protection and Electronic Documents Act ("PIPEDA").