Job Title: ACCOUNT MANAGER – Grain and Grain Products
Location: - (Winnipeg, Manitoba, Prairies Canada, Canada)
Company: Canadian Pacific Railway
Job Type: Full Time
Minimum Years Experience Required: 5
Salary: TBD
ACCOUNT MANAGER – Grain and Grain Products
Req ID:25884
Department: Marketing & Sales
Job Type: Full-Time
Location: Winnipeg, Manitoba
Country: Canada
% of Travel:0-10%
of Positions:1.0
Job Available to: External
Deadline to apply: 12th May 2013
* This role requires previous sales experiences
As a member of the Canadian Pacific 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 Winnipeg, you will play a key role working with customers across our rail network. This role will have a competitive sales incentive plan and will help CP grow our business with price, value, and expansion of our current customers.
PURPOSE OF THE POSITION:
The Account Manager – Grain and Grain Products role serves as Canadian Pacific’s primary customer interface for a defined customer base of year and some multi-year sales cycles.
The Account Manager – Grain and Grain Products is responsible for relationship building/management and gathering, verifying, synthesizing and communicating customer/market perspective(s) to key internal stakeholders. The incumbent will also be responsible for the generation of revenue growth through growth and development of current business and business retention
POSITION ACCOUNTABILITIES:
Develop and execute account profiles, sales account strategies and plans for assigned accounts and new business opportunities (targets, key contacts, call cycles)
Meet and/or Exceed Price, Revenue and Market Share targets and standards set
Execute Contract and Tariff renewals within established trading space, looking to best leverage all contractual traders, while utilizing effective negotiation skills
Progress qualified sales leads (pipelines of opportunities) and convert into new revenue and positive operating income
Highlight and document customer’s’ “terms of sales” for key internal stakeholders to facilitate execution and measurement of product sold
Obtains, synthesizes and concisely articulates key customer and market information collect and verify market information
Challenges the product or pricing specifications as set forth by Marketing in the event that such product features/ pricing are uncompetitive
Acts as the customer advocate within Canadian Pacific for all commercial issues
Communicate context and carry CP’s corporate strategy and key business messages to our customer base
Act as a primary contact for the Sales counterpart at other Class One railroads in regards to joint line business and opportunity development
POSITION REQUIREMENTS:
Previous sales experience is a strong requirement
University degree in business, marketing or other
Previous exposure within transportation, supply chain management, distribution, logistics, or the like.
Requires strong advocacy/ influence/ persuasion capabilities both within CP and with the customer
Strong negotiating skills, strategic planning, and critical thinking skills
Track record in successfully closing deals
Heavy reliance upon delegation skills (positioning Service Delivery to deliver to terms of sale)
Computer skills for Decision Making & Communication
Financial Acumen
Excellent written, verbal and presentation skills
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
Ability to relate well to people with various ethnic backgrounds and understand the impact of various cultures on CP business relationships
Understanding of Supply Chain Logistics
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