National Account Manager - Merchandise
CPKC•Kansas City, MO
•Hybrid
About The Position
CPKC is looking for a National Account Manager to oversee key Merchandise customers. 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. This position can be based in Chicago or Kansas City.
Requirements
- Bachelor’s degree in business, marketing, supply chain or a related field or possess equivalent professional work experience
- Minimum of 5 years’ professional sales experience managing larger, high profile, national accounts (railroad, transportation, logistics or supply chain industry experience is an asset but not required)
- Ability to travel up to 20 - 30% across the network
- Must possess a valid driver’s license and passport for cross-border travel
Responsibilities
- Develop and implement account and 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 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 team members
- Ensure the Opportunity Pipeline is deep and robust with revenue growth opportunities; manage multiple large projects with extended sales cycle
- Build and mentor an outstanding sales organization and growth culture
Benefits
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
