**Description**
This position will develop sales goals including sales volume, cost of sales, and product profitability, in addition to be responsible for revenue generation through the management and oversight of sales staff who have direct revenue responsibility. The candicate must be able to establishe effective communication with appropriate senior leadership and managers to ensure proper sensitivity to sales needs.
Works on complex issues where analysis requires advanced analytical thought and judgment. Develops functional plans, including business, operational, and financial priorities that contribute to business unit strategy. Establishes and assures adherence to budgets, schedules, work plans and performance requirements. Translates company and business unit objectives into functional plans and guides execution. Directs the design of work for a functional area across the enterprise. Directs the progress toward stated goals for manager teams and business professionals, with responsibility for multiple departments or business disciplines. Participates in the interview and selection process, provides training and mentorship, offers career development guidance, and is engaged in performance management. Provides timely and constructive coaching and feedback; develops staff and provides challenging opportunities. Reports to a people leader at a higher career level.
**Accountabilities**
The duties listed are representative of the job; however, it in no way states or implies that these are the only duties a person may be required to perform. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or is an essential function of the position.
- Develop and execute account and commodity 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 stakeholder 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 stakeholders
- Ensure the Opportunity Pipeline is deep and robust with revenue growth opportunities
- Manage multiple large projects with extended sales cycle
- Build and mentor an exceptional sales organization and growth culture
- Work closely with our operating and asset management team to ensure execution on transportation service
- Exemplifies CPKC Vision, Values, and Culture in each and every interaction with team, clients, and stakeholders
- Evaluates and applies follow up for the results of sales checking for the daily, weekly and monthly reports provided by Marketing, for defining the necessary strategies.
**Required**
- Bachelor's degree from an accredited university or college, preferably in a job related major field of study
- Minimum ten (10) years of relevant professional experience, including leading and managing complex projects or programs with outcome-focused deliverables, or equivalent combination of education and experience Professional sales experience managing larger, high profile, national accounts
- Transportation industry knowledge is required
- Mexico, Canadian and US Railway industry or transportation knowledge required
- Domestoic and Internacional Intermidal, Trucking, 3PL, transportation logistics knowledge and experience
- Excellent understanding of company products and services
- Excellent understanding of the key market segments
- Decision making and problem solving skills
- Extremely high relationship and customer relationship management skills
- Must be able to execute in the very tactical short term and longer term in excess of a year
- Excellent influencing and negotiation skills
- Strong written and verbal and presentation communication skills
- Financial acumen, financial analysis skills
- Understanding of commercial policies
- Policy & regulatory understanding of impact on all markets
- Understanding of Supply Chain Logistics
- Understanding of national and international/global trade business
- In depth knowledge of stratified sales
- English and Spanish
**Working Conditions**
- This position has a regular full time schedule with a normal work week of Monday through Friday. There may be a need for occasional work after hours or weekends.
- This position may require mínimal travel up to 30% of the time.
**We Offer**
- Complete health and welfare benefits package
- Competitive salary
- Incentive plan
- Vacation plan
- Compan