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!

Job Summary

The Director, Business Development is responsible for leading several strategic initiatives in Western Canada and acting as the liaison between CN and other external supply chain stakeholders. The role works collaboratively with key partners to advance strategic developments with the goal of extending CN's reach and growing top line revenue. The incumbent assists in developing, implementing and monitoring strategic growth plans. Moreover, the role leads a team of Business Development (BD) Managers who work with new and existing customers to connect them to the CN network coordinating internally to ensure projects are delivered in a timely, efficient and safe manner.

Main Responsibilities

Strategic Project Development

Assist in development, implementation and monitoring of strategic network investments

Work collaboratively with the Business Units (BUs), Operations, Sales and Marketing to grow volume, revenue and contribution

Cultivate relationships between CN and key supply chain stakeholders in the western portion of the network

Coordinate and lead multidisciplinary teams in the development of key strategic investments and assessments

Represent CN's interests and guide processes in the expansion of the customer base while protecting rail operating efficiencies and ensuring the safe development of new infrastructure

Analyze and provide direction based on market trends, key industry issues, challenges, opportunities, constraints on the network and customer requirements

Support corridor evaluations by identifying strategic areas of investment

Assist with existing and new clients to grow volume, revenue and contribution

Ensure roadmap on major initiatives is well communicated with internal stakeholders

Assist in developing opportunities to balance volume with competitive pricing based on customer needs, network availability and priorities

Handle various agreements with key stakeholders to limit impacts on CN's operations and ensure agreements and commitments are being adhered to

Attend and present at strategic conferences and forums to maintain positive relationships with external stakeholders

Support government and regulatory relations activities

Data Compliance, Agreement and Reporting

Draft agreements (e.g., Operating, Interchange, Interline, Siding Agreements, licenses, Authorization for Expenditure (AFE)), and Operating Marking Interchange Agreements (OMIA)

Update BD databases to ensure information is tracked appropriately

Carry out reporting including extracting data, manipulating and reporting on data to Executives

Lead coordination efforts between all relevant departments to ensure a fluid flow of information and ensure all inputs are integrated

Team Development

Lead a team of BD Senior Managers and Managers and support them in their portfolios

Shape and guide direct reports on their professional development plans and foster their growth within the role

Foster communication among team members and establish 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 (30%) across North America to visit customer and partner offices. Travel will be predominantly concentrated in the western portion of the network. Due to the nature of the role, the incumbent must be able to meet tight deadlines, handle pressure, and stress.

Requirements

Experience

Business Development

Between 10 to 15 years of experience in a Business Development, Operations, Logistics, Marketing, Information and Technology (I&T), Finance or Engineering environment

o Project management experience

o Previous experience in logistics and transportation industry

o Experience presenting to an executive audience

o Experience soliciting customer feedback to improve service

o Experience negotiating contracts and closing large-scale deals

Education/Certification/Designation

Bachelor's Degree in Business or equivalent

Professional designation including Canadian Institute of Traffic and Transportation (CITT), Chartered Professional Accountant (CPA), Professional Engineering (P. Eng.), Master's in Business Administration (MBA)*

Project Management (PMP) or other equivalent*

*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 project management strategies and techniques to drive the efficient development of long-term infrastructure development projects

Solid understanding of budgeting processes and ability to conduct financial analysis

Strong data reporting and monitoring skills

Knowledge of operations and engineering practices

Understanding of track specifications and interpretation of rail design*

Financial modelling knowledge*

Knowledge of real estate transactions and evaluations*

Knowledge of competitive landscape, legal and regulatory environment

Advanced knowledge of Microsoft Office (Word, Excel, PowerPoint, Outlook)

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 employment equity employer and we encourage all qualified candidates to apply. We thank all applicants for their interest, however, only candidates under consideration will be contacted. Please monitor your email on a regular basis, as communication is primarily made through email.