Market Manager

4 weeks ago

Homewood, United States Canadian National Railway Full time
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 Market Manager acts as the market subject matter expert at CN and must understand market and commodity dynamics and the impact they can have on CN, in turn developing and owning the marketing strategy and its implementation. The Market Manager optimizes asset utilization through accurate carload and revenue forecasting to meet short- and long-term service requirements. The Market Manager understands the competition, including the competition of our customers within the market. The incumbent for this position will be responsible for increasing CN’s revenue, carloads and contribution in line with corporate goals and identifying and developing new products and services to position CN ahead of the competition. The person selected for this role will be working specifically as a Market Manager for the Bulk group, overseeing the marketing responsibilities for a wide variety of agricultural products.
Main Responsibilities
Market and Product Management

· Evaluate, review markets, and develop supply chain models, allowing CN to build compelling products

· Develop pricing strategies corresponding to the value of CN services in relation to dynamic market conditions

· Grow CN’s business ahead of underlying market growth

· Develop market plans aligned with key features and benefits of new products while providing a review of profitability and top-line revenue growth

· Collaborate with Sales to develop marketing material to sell products effectively

· Develop product strategies to measure product performance ensuring stakeholders are adequately informed concerning services and products

· Negotiate revenue divisions with connecting carriers

· Possess strong knowledge of CN’s network and its competition – understand the overall market inside out

Yield Management, Budgeting and Forecasting

· Carry out yield analysis and strategies to improve the Company’s profitability

· Forecast and monitor monthly revenue, volume, and contribution

· Forecast, research and monitor overall trends in the macro environment for their commodities, understanding impacts on CN resources at a macro and micro level

· Identify variances from contract commitments and analyze revenue impact

Contract Management

· Oversee contract renewals, including Price, Volume, Mix (PVM) analysis, and recommend strategies for renewals in collaboration with Sales

· Develop strategy and ensure knowledge on all services/products provided by CN

· Develop rates on opportunities to grow revenue, volume, and contribution while understanding train operation and capacity and cost of these services

· Perform monthly reviews of same-store price to ensure expected negotiated price variance

· Publish rates when new products and opportunities are negotiated

· Update Optional Services tariffs in line with the market

Data Analytics, Automation and Business Intelligence

· Identify opportunities within data analytics to incorporate new Business Intelligence (BI) tools, including Power BI, Tableau, Systems Applications and Products (SAP) Business Objects

· Design and develop reporting solutions to drive business decisions efficiently

Working Conditions

The role has standard working conditions in an office environment with a regular work week from Monday to Friday. The incumbent must be available to work overtime and weekends when necessary. Due to the nature of the role, the incumbent must be able to meet tight deadlines, handle pressure, and stress. The role requires minimal travel (15%) in North America.

Requirements
Experience

Marketing or Business Analytics

· Between five to seven years of experience in marketing or business analytics

o Experience in costing, yield management, and profitability

o Experience in developing market or business strategies*

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

Education/Certification/Designation

· Bachelor’s Degree in Business, Supply Chain Management, Agribusiness, Finance, or a business-related university degree*

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

Competencies

· Demonstrates agility and drives change

· Results-oriented self-starter

· Team player with the ability to manage multiple work streams in a timely and efficient fashion

· Excellent negotiation skills / strong business acumen

· Delegates and empowers others to create accountability

· Applies independent critical thinking skills

· Knows the business and stays current on industry needs

· Solves problems to create value

· Collaborates with others and shares information

· Innovates

· Sets direction and inspires others

· Communicates with impact

· Strong written communication and presentation skills

· Ability to clearly communicate complex concepts, projects, and market strategies to senior management

Technical Skills/Knowledge

· Knowledge of rail/barge/truck transportation, competition, supply chain logistics and railroad operations

· Experience in the railway industry, supply chain, and/or agribusiness sector*

· Comprehensive understanding of agricultural production and processing

· Knowledge of financial metrics

· Advanced knowledge of MS Office suite (Excel, PowerPoint, Outlook, Word)

About CN

CN is a world-class transportation leader and trade-enabler. 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. As the only railroad connecting Canada’s Eastern and Western coasts with the Southern tip of the U.S. through a 19,500 mile rail network, CN and its affiliates have been contributing to community prosperity and sustainable trade since 1919. CN is committed to programs supporting social responsibility and environmental stewardship. At CN, we work as ONE TEAM, focused on safety, sustainability and our customers, providing operational and supply chain excellence to deliver results.

CN is an Equal Employment Opportunity Employer. It is our policy to fill vacant positions with qualified candidates without regard to race, color, sex, religion, national origin, age, or disability, assuming an individual can perform the essential functions of the job with or without accommodation. Only qualified candidates under consideration will be contacted. Please monitor your email on a regular basis, as communication is primarily made through email.

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