Account Manager (Intermodal & Automotive)

At CN, everyday brings new and exciting challenges. You can expect an interesting environment where you’re part of making sure our business is running optimally and safely―helping keep the economy on track. We provide the kind of paid training and opportunities that long-term careers are built on and we recognize hard workers who strive to make a difference. You will be able to thrive in our close-knit, safety-focused culture working together as ONE TEAM. The careers we offer are meaningful because the work we do matters. Join us!

Job Summary

The Account Manager plays a key role in driving CN’s commercial performance by identifying, qualifying, and pursuing business opportunities with both new and existing customers. Working in close partnership with Marketing and Operations, the incumbent develops and executes effective “Sell One CN” strategies that support revenue growth, strengthen contribution, and advance cost‑efficiency initiatives. The role requires maintaining a strong awareness of competitive activity within customer markets to proactively identify areas for expansion. The Account Manager is also responsible for ensuring that all contractual, administrative, and process requirements are completed accurately, on time, and in accordance with established corporate standards.

Main Responsibilities

·       Handle commercial aspects of key customers.

·       Develop account growth strategies for customers and maintain, existing relationships and develop new ones.

·       Understand the competition and how CN provides value.

·       Create strategies for new business development within current accounts.

·       Maintain and update sales pipelines.

·       Grow revenue, volume and manage costs within account base.

·       Understand where capacity exists and sell to that capacity.

·       Collaborate with Marketing teams to understand strategies and how they impact customer decisions and CN’s offerings.

·       Collaborate with operations personnel to identify available capacity for opportunistic selling to improve overall yield and asset utilization.

·       Cross-sell the full suite of the organization’s transportation services including carload, intermodal and customs brokerage.

·       Proactively address to avoid any potential service issues with customers and operations.

·       Develop a reliable monthly revenue and volume forecast based on customer information and highlight any variances to forecast

·       Quarterback and strategically think through contract renewals and negotiations.

·       Act as a safety advocate with customer base in accordance with CN’s values.

·       Maintain compliance and reporting safety incidents internally.

Working Conditions

The role has standard working conditions in an office environment with a regular workweek from Monday to Friday.  After hour phone calls during the week or on weekends are frequently required.  Due to the nature of the role, the incumbent must be able to meet tight deadlines, handle pressure, and stress. The role requires regular travel (30%).

Requirements

Experience

Sales or Marketing

·       Minimum 5 years of experience in sales or marketing, preferably in transportation and logistics services.  Knowledge of automotive and experience is an asset.

o   Experience in major contract negotiations

Education/Certification/Designation

·       Bachelor's or Master’s degree in commerce, Marketing, Finance, Business Administration, or equivalent

Competencies

·       Demonstrates active listening.

·       Collaborates with others and shares information.

·       Identifies needs and finds solutions to create value for all stakeholders.

·       Communicates with impact.

·       Knows the business and stays current on industry needs.

·       Applies critical thinking and problem solving.

Technical Skills/Knowledge

·       Knowledge of rail or other transportation services

·       Advanced knowledge of Microsoft Office (Excel, PowerPoint, Word), including SalesForce, Tableau, and Power BI

·       Negotiation and time management skills

*Any knowledge for these above would be considered as an asset