Canadian Pacific (CP) and Kansas City Southern (KCS) are now CPKC. As the only truly North American railway, we are making big moves! Drawing on our strong foundations and heritage, CPKC moves essential goods across our 20,000-mile network to support economic growth throughout Canada, the U.S. and Mexico. Be a part of history as we connect a continent and create exciting career opportunities across our new transnational network. Visit cpkcr.com to learn about the CPKC advantage, our purpose and culture.
PURPOSE OF THE POSITION:
As the Director, Business Development you will direct and manage Business Development activities within key focus areas for our business, identifying and creating capacity for growth and improving the Company’s revenue streams. These objectives are achieved by initiating and managing major investment, network restructuring and development opportunities, and by providing input to corporate-wide strategic plans. You will maintain regular liaison at the senior level with key transportation community stakeholders and chambers of commerce, protecting the Company’s interests, influencing infrastructure and policy decisions, and enhancing the Company’s competitive position.
POSITION ACCOUNTABILITIES:
- Identify, qualify and close new business opportunities
- Obtain, synthesize and concisely articulate key customer and market intelligence
- Develop and execute account plans (targets, key contacts, call cycles)
- Be “present” in the market place with future customer base as well as chambers of commerce and trade associations
- Develop and execute sales representation strategies
- Utilize the Sales and communication tools available to ensure information sharing
- Act as the customer advocate within CPKC for all commercial issues
- Challenge the product or pricing specifications as set forth by Marketing in the event that such product features/ pricing are uncompetitive
- Communicate terms of sales to responsible parties including Service Requirements to facilitate execution and measurement of product sold
- Ability to deal with multiple stakeholders
- Ability to learn ‘on the job’ in a complex environment. Values contribution/skilled knowledge of own and cross-functional team members. Able to analyze and identify freight, logistics or solution opportunities within North America
- Communicate, context and carry CPKC’s corporate strategy and key business messages to our customer base
POSITION REQUIREMENTS:
- A university or college degree in a related discipline is required
- Must possess a minimum of 5 years of business development or economic development experience
- Strong overall rail knowledge
- Superior supply chain knowledge
- A keen understanding of regulatory affairs and risks
- Strategic approach to each potential customer given their market reach
- Strong negotiation skills and financial acumen
- Strong advocacy/ influence/persuasion capabilities both within CPKC and with the customer
- Proven track record in new business development based on strong prospecting skills, and a pro-active sale approach
- Excellent organizational and time management skills
- Detail oriented and able to work under pressure while managing multiple tasks at once
- Experience sitting on councils, committees, and boards
- 60-75% travel (must hold a valid passport)
WHAT CPKC HAS TO OFFER:
- Flexible and competitive benefits package
- Employer Funded Retirement Plan
- Employee Share Purchase Plan
- Performance Incentive Program
- Annual Fitness Subsidy
- Part-time Studies Program
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.
Drug Test Elements:
CPKC is committed to the safety and health of its employees and the general public. All new hires are required to undergo a drug screen. We appreciate your cooperation in keeping CPKC safe and drug free.
Background Investigation:
The successful candidate will need to successfully complete the following clearances:
- Criminal history check
- Reference check
- Driver’s License Verification
- Last 3 years of driving history
- Last 7 years of employment history; includes military service
- Social Security number verification
Management Conductor Program:
Becoming a qualified conductor or locomotive engineer is the single best way for a management employee to learn the business at CPKC. You may be required to obtain a certification or to maintain your current certification/qualification as a conductor or locomotive engineer.
CPKC is an equal opportunity/affirmative action employer, inclusive of protected veterans and individuals with disabilities.
- Req ID: 102748
- Department: Sales & Marketing
- Job Type: Full-Time
- Position Type: Non-Union
- Location: Kansas City, MO
- Country: United States
- % of Travel: 60-70%
- # of Positions: 1
- Job Grade: 2
- Job Available to: Internal & External
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