Senior Director, Intermodal Domestic

Job Description

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!<br /><br />Job Summary<br /><br />The Senior Director, Intermodal Domestic is responsible for leading the Sales and Marketing organization for all domestic intermodal businesses. The role creates and implements contract renewal strategy. Furthermore, the incumbent develops the growth strategy to maximize revenue and yields by leveraging price, capacity, and equipment optimization.<br /><br />Main Responsibilities<br />Process, Capacity Optimization, Sustainable Growth and Yield Maximization<br /><br /> Develop Sales and Market strategy, pricing guidelines sales, and the marketing policy<br /><br /> Oversee contract negotiations for Intermodal Domestic<br /><br /> Create contract strategies aimed to grow price and contribution to secure market share, increase volume and maximize yield<br /><br /> Handle contract cycle from Strategy, Price Volume Mix (PVM), to negotiation, publication, signature and filing in accordance with corporate policy<br /><br /> Develop processes and tools to reduce workload, improve response time and create greater team bandwidth<br /><br /> Oversee PVM analysis in compliance with corporate policy, while streamlining processes toward PVM automation<br /><br /> Balance volume and price targets based on customer needs, network and CN's corporate guidance<br /><br /> Oversee forecast and budget Intermodal domestic short- and long-term revenues and communicate with colleagues and the Operating Committee for planning purposes<br /><br /> Communicate clear Key Performance Indicators (KPIs) and accountability to the Sales & Marketing team<br /><br /> Maintain a deep knowledge of ever-changing sector market drivers, key customer sales and growth strategies to formulate growth, pricing, and renewal strategies<br /><br /> Focus on upscale opportunities to maximize yield, revenues, and profitability as well as increase return on capacity<br /><br /> Oversee marketing communications efforts to customers<br /><br /> Oversee Tradeshow plan, meeting agendas and strategy<br /><br /> Develop round-trip sales strategies to reduce empty miles and enable growth throughout the network<br /><br /> Create synergies that generate a higher yield on expenditures<br /><br /> Oversee the development and ensure up-to-date marketing tools, brochures and presentation for the Leadership and Sales teams<br /><br /> Develop new products and enhance current products to meet ever-changing customer demands and competitive products<br /><br /> Instill a culture of safety and reliability within the organization and bring the safety culture to bear in all customer interactions<br /><br /> Maintain and foster cross-functional relationships to ensure alignment with Operations, Accounting, Service, and Finance with the goal of continuous improvement, ease of doing business and Net Promoter Score improvement<br /><br /> Manage service channels between Retail, Wholesale and Third Party Logistics (3PL) customers<br /><br /> Develop and oversee asset strategy and asset allocation (e.g., balancing tight asset utilization, while ensuring the right assets are in place to meet customer demand)<br /><br />Team Development<br /><br /> Lead a team of Sales and Marketing professionals and support them with their customer portfolios<br /><br /> Shape and guide direct reports on their professional development plans and foster their growth within their respective roles<br /><br /> Coach and mentor team in preparation for the succession plan<br /><br /> Foster communication among team members establishing and maintaining links with other internal and external stakeholders<br /><br />Working Conditions<br /><br />The role has standard working conditions in an office environment with a regular workweek from Monday to Friday. The incumbent is expected to work weeknights and weekends when needed. The role requires occasional travel (40%) across North America to visit customer and partner offices. Due to the nature of the role, the incumbent must be able to meet tight deadlines, handle pressure, and stress.<br /><br />Requirements<br />Experience<br /><br />Marketing<br /><br /> Between 10 to 15 years of experience leading a large-scale Sales and Marketing organization within the logistics, supply chain or global industries<br /><br />o Experience developing and implementing product, service offering and successful sales conclusions<br /><br />o Experience managing in a fast-paced, dynamic environment<br /><br />o Experience growing revenue through effective pricing and service strategies while maintaining customer retention<br /><br />o Experience developing talent towards successful execution<br /><br />o Experience interfacing, influencing, and educating both within CN, and with customers' organizations at various levels<br /><br />o Experience with managing tradeoffs between commercial and operational priorities<br /><br />Education/Certification/Designation<br /><br /> Bachelor's or Master's Degree in Business Administration, Marketing, or a related field<br /><br /> Bachelor's Degree in Finance, Economics or Accounting <br /><br /> Any designation for these above would be considered as an asset<br /><br />Competencies<br /><br /> Demonstrates agility and drives change<br /><br /> Knows the business and stays current on industry needs<br /><br /> Applies critical thinking<br /><br /> Demonstrates active listening<br /><br /> Solves problems to create value<br /><br /> Collaborates with others and shares information<br /><br /> Sets direction and inspires others<br /><br /> Communicates with impact<br /><br /> Delegates and empowers others to create accountability<br /><br /> Develops self and others<br /><br />Technical Skills/Knowledge<br /><br /> Knowledge of the transportation industry including rail, truck and intermodal as well as the competitive, legal, and regulatory landscapes<br /><br /> Knowledge of domestic markets as well as economic can market dynamics<br /><br /> Strong data reporting and monitoring skills<br /><br /> Advanced knowledge of Microsoft Office (Word, Excel, PowerPoint, Outlook)<br /><br /> Knowledge of Power BI, Business Objects and Python <br /><br /> Any knowledge for any of the above would be considered as an asset<br /><br />About CN<br /><br />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 a 20,000-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.<br /><br />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 .<br /><br />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.<br /><br />Please monitor your email on a regular basis as communication to applicants is done via email.