Account Manager (Intermodal & Automotive)

Canadian National Railway Company•Troy, MI

About The Position

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.

Requirements

Minimum 5 years of experience in sales or marketing, preferably in transportation and logistics services. Knowledge of automotive and experience is an asset.
Experience in major contract negotiations
Bachelor's or Master’s degree in commerce, Marketing, Finance, Business Administration, or equivalent
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.
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

Nice To Haves

Any knowledge for these above would be considered as an asset

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.