Senior Specialist Regional Sales Representative (Montreal Central & South West)

Hiring Manager: Christiane Therrien

Pay Grade: MGMT-9

Hiring Salary Range: $ 89900 - 118000

This range represents the hiring range. Salaries are determined individually depending on skills and experience. You will also be eligible to an annual bonus, employee share investment program (ESIP), Pension, Benefits and other perks.

At CN, we are committed to our pursuit of excellence. We take pride in delivering work of the highest standard, continually innovating to shape the railroad of the future. As responsible railroaders, we make the right decisions every time, putting safety first, acting with unwavering integrity, and holding ourselves accountable for our actions. We believe in succeeding together—by fostering inclusivity and collaboration, we sustainably deliver exceptional results for our customers.

Join us today and get your career moving!

Job Summary

The incumbent manages a regional customer portfolio, identifying and pursuing opportunities with new and existing customers to sell CN's full suite of transportation solutions, while demonstrating an enterprise mindset that prioritizes overall organizational success. The role includes actively scouting potential customers and building a strong pipeline, while collaborating with internal and external stakeholders to create strategic matchmaking opportunities.The incumbent assesses customer transportation needs and aligns them with CN's services and strategic third-party partners. The role drives business growth by developing new lanes, expanding CN's footprint, and converting freight from truck to rail to improve efficiency and sustainability.Additionally, the incumbent monitors competitive market developments, proactively identifying opportunities and risks to support profitable growth and long-term customer relationships.

Main Responsibilities

• Handle all commercial aspects of a portfolio of several key customers
• Develop account growth strategies for customers and maintain existing relationships
• Deliver yearly revenue, contribution, volume and price targets as set out by the company
• Drive new business growth by prospecting and securing customers within their regional territory
• Collaborate with Operations and other support functions to identify available capacity for opportunistic selling to improve overall yield and asset utilization
• Cross-sell the full suite of CN Transportation services (e.g.: Carload, Intermodal, Customs brokerage, Transload, CN of Mexico)
• Address any potential service issues proactively with Operations personnel
• Develop and communicate customer's revenue and volume forecast updates
• Manage timely contract renewals and commercial agreements in compliance with established guidelines and schedules, while leading regular negotiations

Working Conditions

The role has standard working conditions in an office environment with regular travel to support customer meetings, field visits, engagement at customer facilities, and prospecting for new business. Travel for in-person meetings is required for at least 50% of the incumbent's time. The regular workweek is from Monday to Friday, and the role is eligible to participate in CN's hybrid work model. The role involves managing priorities and delivering work within established timelines, with support from the team to ensure sustainable and effective workload management, while supporting client-facing activities and new business prospecting across Canada and the United States (U.S.).

Experience

Sales or Marketing

• Minimum 5 years of experience in sales or marketing, preferably within transportation and logistics services, and/or rail transportation experience across other functional areas (e.g., operations, communications, accounts receivables, or customer service).
• Preferred experience with negotiations, as well as proactive business development activities and direct customer outreach to generate new leads and opportunities.
• Candidates with an equivalent combination of education, training, and experience will be considered

Education/Certification/Designation

• Bachelor's or master's degree in commerce, Marketing, Finance or Business Administration, or possess an equivalent designation
• Candidates with equivalent practical experience, education or training will be considered

Competencies

• We Care About Each Other
• We Strive for Excellence
• We Succeed Together
• We Lead Responsibly
• Influence
• Customer service
• Conflict management
• Negotiation
• Stakeholder management
• Business acumen
• High-Impact Execution

Technical Skills/Knowledge

• Understanding of rail or other transportation services
• Strong computer skills and knowledge of Microsoft Office

Additional Information (If Any)

About CN

CN is a premium railroad that sustainably generates value for our customers, shareholders, employees, and stakeholders with an unwavering commitment to safety and service. Essential to the economy, to the customers, and to the communities it serves, CN safely transports more than 300 million tons of natural resources, manufactured products, and finished goods throughout North America every year. CN's network connects Canada’s Eastern and Western coasts with the U.S. South through an 18,800-mile rail network. CN and its affiliates have been contributing to community prosperity and sustainable trade since 1919. CN powers the North American economy and is committed to programs supporting social responsibility and environmental stewardship.

At CN, we are dedicated to building North America's safest, most inclusive and sustainable railroad, which includes reflecting the communities in which we operate. Research shows that candidates often don't apply unless they feel they fit the job posting at 100%. To all potential applicants, even if you don't meet every job requirement listed in a posting, we still encourage you to apply. If you require an accommodation for the recruitment process (including alternate formats of materials, accessible meeting rooms or other accommodations), please get in touch with our team at [email protected].

As an equal opportunity employer, qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, and other protected status as required by applicable law.

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