Commercial Manager, Ci

7 days ago


Edmonton, Canada Finning Canada Full time

Company:
Finning Canada

Number of Openings:
1

Worker Type:
Permanent

Position Overview:
**Job Description**:

- Proposal Stage, Customer Clarification, Negotiation and Successful Award of the RFP (50%)
- Perform market analytics - Working in conjunction with the Senior Commercial Manager-Mining, to develop commercial marketing programs, achieve the mining equipment annual operating plan, leverage full solution proposals to achieve annual sales objectives and market share results. (30%)
- Mining Deal Standardization - Support the development of standard mining deal calculation tool; review each sale for consistency, calculation accuracy, and develop/disseminate sales reports to mining leadership (20%)
- Kicking off the opportunity to the team leads and the Executive team
- Lead and contribute to strategy discussion for response to RFP
- Identifying and Assigning work streams to all the stakeholders internal and with Caterpillar
- Develop, review, and participate in the presentation of Stage Gate presentations to the Executive and FLT
- Draft and manage the Gantt charts to ensure workstreams are on time
- Lead the progress meetings with the team leads and Caterpillar
- Complete the initial review of deal sheets for accuracy
- Responsible for Identifying and documenting financial, operational and execution risks in the proposal
- Perform a final review of the customer submission prior to delivery to the customer
- Manage the governance and compliance in the BluePrint process of the opportunities
- Develop and review customer RFP proposal presentations and clarification responses
- Participate in clarification meetings with the customer
- Active participant in the negotiating team with the customer
- Document and track customer/Finning negotiating positions
- Ensure Finning is aware and honoring the original commitments in the RFP as negotiations progress
- Provide a weekly negotiation update to both the Finning FLT and Caterpillar leadership
- Review customer term sheet to ensure language and items are in line with the final agreement in negotiations
- Work with Caterpillar to draft all commitments made to both the customer and to Finning in the form of a dealer control document
- Along with the Branch Manager, provide the link between the commercial negotiations and agreement drafting
- Provide guidance to legal from intent of commercial items from the preceding negotiations
- Participate in the drafting of the contract, monitoring language alignment with the term sheet agreement
- Work with the Senior Commercial Manager to develop commercial marketing programs
- Contribute to the achievement of the annual operating plan
- Leverage full solution proposals to achieve annual sales objectives and market share results

Education & Experience:

- 3 to 5 years relevant mining, construction or technology industry experience
- Equipment sales and or marketing experience
- Technical experience in a related field
- Bachelor’s degree or diploma in Marketing or related business study is required.
- Deep expertise in the Canadian mining market
- Excellent communication skills
- Highly developed commercial and business acumen
- Strong negotiating skills
- Data analysis and analytics
- Highly motivated, independent strategic thinker
- Leadership, coaching, mentoring, and influencing
- Ability to read, interpret and explain documents such as financial reports, legal and service agreements.
- Ability to write routine reports and effective correspondence for internal and external audiences.
- Ability to speak effectively before groups of customers or employees.
- Proven skills in written and verbal communications, planning, organizing, leadership and interpersonal relationship building.
- Solid computer skills including Microsoft Office suite, customer relationship management (CRM) systems, and tools for data analysis, marketing, and design.
- Strong data analysis and visualization skills.
- Ability to relate to all levels of employees and be a team player who motivates and educates other team members.
- Ability to set and manage priorities for both individual and internal responsibilities and tasks.
- Ability to travel across the territory to visit customers and branches is required.


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