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JOB SUMMARY

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.

REQUIREMENTS

Experience

Marketing

• Between 10 to 15 years of experience leading a large-scale Sales and Marketing organization within the logistics, supply chain or global industries

o Experience developing and implementing product, service offering and successful sales conclusions
o Experience managing in a fast-paced, dynamic environment
o Experience growing revenue through effective pricing and service strategies while maintaining customer retention
o Experience developing talent towards successful execution
o Experience interfacing, influencing, and educating both within CN, and with customers’ organizations at various levels
o Experience with managing tradeoffs between commercial and operational priorities

Education/Certification/Designation

• Bachelor’s or Master’s Degree in Business Administration, Marketing, or a related field

• Bachelor’s Degree in Finance, Economics or Accounting*

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

Competencies

• Demonstrates agility and drives change
• Knows the business and stays current on industry needs
• Applies critical thinking
• Demonstrates active listening
• Solves problems to create value
• Collaborates with others and shares information
• Sets direction and inspires others
• Communicates with impact
• Delegates and empowers others to create accountability
• Develops self and others

Technical Skills/Knowledge

• Knowledge of the transportation industry including rail, truck and intermodal as well as the competitive, legal, and regulatory landscapes
• Knowledge of domestic markets as well as economic can market dynamics
• Strong data reporting and monitoring skills
• Advanced knowledge of Microsoft Office (Word, Excel, PowerPoint, Outlook)

• Knowledge of Power BI, Business Objects and Python*

  *Any knowledge for any of the above would be considered as an asset

Process, Capacity Optimization, Sustainable Growth and Yield Maximization

• Develop Sales and Market strategy, pricing guidelines sales, and the marketing policy
• Oversee contract negotiations for Intermodal Domestic
• Create contract strategies aimed to grow price and contribution to secure market share, increase volume and maximize yield
• Handle contract cycle from Strategy, Price Volume Mix (PVM), to negotiation, publication, signature and filing in accordance with corporate policy
• Develop processes and tools to reduce workload, improve response time and create greater team bandwidth
• Oversee PVM analysis in compliance with corporate policy, while streamlining processes toward PVM automation
• Balance volume and price targets based on customer needs, network and CN’s corporate guidance
• Oversee forecast and budget Intermodal domestic short- and long-term revenues and communicate with colleagues and the Operating Committee for planning purposes
• Communicate clear Key Performance Indicators (KPIs) and accountability to the Sales & Marketing team
• Maintain a deep knowledge of ever-changing sector market drivers, key customer sales and growth strategies to formulate growth, pricing, and renewal strategies
• Focus on upscale opportunities to maximize yield, revenues, and profitability as well as increase return on capacity
• Oversee marketing communications efforts to customers
• Oversee Tradeshow plan, meeting agendas and strategy
• Develop round-trip sales strategies to reduce empty miles and enable growth throughout the network
• Create synergies that generate a higher yield on expenditures
• Oversee the development and ensure up-to-date marketing tools, brochures and presentation for the Leadership and Sales teams
• Develop new products and enhance current products to meet ever-changing customer demands and competitive products
• Instill a culture of safety and reliability within the organization and bring the safety culture to bear in all customer interactions
• 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
• Manage service channels between Retail, Wholesale and Third Party Logistics (3PL) customers
• 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)

Team Development

• Lead a team of Sales and Marketing professionals and support them with their customer portfolios
• Shape and guide direct reports on their professional development plans and foster their growth within their respective roles
• Coach and mentor team in preparation for the succession plan
• Foster communication among team members establishing and maintaining links with other internal and external stakeholders

Working Conditions
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.