Commercial Manager, Aggregates

ABOUT THE ROLE

The Commercial Manager (CM) has direct accountability for commercial and topline performance in the Greater Vancouver Aggregate Division.  Providing leadership, motivation, development, and direction for the Sales Team, the CM plays a key role in maximizing profitability by developing strategies to optimize sales, understand and manage customer relationships, optimize the sales & production balance, manage market dynamics and utilize zones of natural advantage.  The CM is also responsible for monitoring the market and keeps market intelligence information up to date. The CM must also work closely with Operations, Finance, Credit, Marine and logistics, and other product lines to drive the ongoing implementation of the Company’s One Lafarge strategy.

WHAT YOU'LL ACCOMPLISH

Health &Safety:  

• Demonstrates a commitment, leadership and mentorship in Health & Safety.
• Responsible for the Lafarge GVA Safe Trucker Audit Program
• Promotes Lafarge safety guidelines and standards to customers and aggregate haulers.
• Ensure strict compliance with all health and safety rules and country regulations

Customer Focus:  

• Provides customer focus for the area management team.  
• Continuously develops offerings to differentiate Lafarge as the supplier of choice.  
• Assists team in building solid relationships with key existing and potential customers.
• Manage customer profiling and targeting action plans.
• Coordinate with other product line personnel to ensure effective customer and market strategies.
• Lead market engagement activities for targeted projects or customers as delegated by the Market Executive.

Sales and Marketing Strategy:  

• Completes the annual GVA Aggregate Commercial Strategy and determines annual and project pricing based on market trends and PPI targets.
• Manage the commercial excellence programs, systems and tools (e.g. Sales Force Effectiveness, Sales Academy, Price Margin Management, Salesforce.com, Qlikview), including development, execution and tracking of sales team commercial strategies and action plans.
• Responsible for coordinating the completion of the Strategic Framework and related action plans for the market area.
• Identifies the source of competitive supply into the GVA Aggregate market: Continuously monitor competitor and other market activities; Understands and communicates the quality of products, services, and resources employed by relevant competitors; communicates and recommends any necessary actions.

Budgeting& Sales Forecasting:  

• Prepares and delivers a detailed annual sales budget with sound strategy/rationale. Accountability is clearly assigned throughout the sales team.
• Builds effective monthly sales forecasts for the management team.
• Manages monthly sales production balance forecasts with the logistics and operations management teams to maximize profitability and minimize long products.
• Calculates backlog and compare to prior periods to assess the risk/probability of meeting targets (volume, price, gross profit). 
• Assigns accountability and develops actions for uncommitted volumes.  
• Tracks and interprets market indicators (i.e. construction starts, building permits, housing sales) in order to understand key drivers of aggregate demand.

Credit and Collections:  

• Manage monthly Credit / Sales Team meetings to review current customer account statuses.
• Responsible for customer account aging and support of collection activities to minimize outstanding receivables.
• Develop action plans with the Credit Department to collect on outstanding  accounts.

People Management:  

• Ensure the right persons are in the right position for the commercial team. Follows and promotes the Lafarge HR business cycle (O & HR Review, Annual performance review, Annual Objective setting, Individual Development Plans, Career& Succession Plan.) 
• Participates in the building of the career and succession plan for the key positions and employees in the aggregates activity

Dimensions:

• Direct Reports: 6 Salaried and Indirect 18  hourly
• Annual Revenue: $150M
• Volumes: 5.8 to 6.0 Million Tonnes
• 7 operating pits and  4 quarries, 4 fill sites, soil washing facility, 1 portable recycle plant and 4 depots

Specific  Accountabilities

• Responsible for the sales and related gross profits of the business unit.
• Lead the commercial excellence programs, systems and tools in the GVA.
• Responsible for monthly Sales Forecasts and Sales Production Balancing
• Complete the GVA Strategic Framework and commercial strategy, sign off on territory action plans.
• Responsible for customer satisfaction (net promoter score)

WHAT WE'RE LOOKING FOR

Education: 

• Diploma in Business or related field, or an acceptable combination of education and work experience.  
• Preference given to an MBA.

Experience and Skill Set:

• Minimum of 5 years of progressive management/supervisory experience
• Must have minimum of 5 years construction of construction material experience
• Drive for Results
• Team leadership and people management
• Demonstrated strong application user skills for MS Office Suite of products including Excel, Word, and PowerPoint at intermediate level, experience in utilizing systems and tools to improve sales performance
• Strong written and verbal communication skills with high degree of accuracy and attention to detail
• Demonstrated strong analytical and problem solving skills
• Proven ability to multitask in a fast-paced environment, strong time management skills essential
• A self-starter  and independent thinker
• Conflict Management
• Ability to negotiate skillfully in tough situations without damaging relationships
• Highly motivated, able to quickly build and maintain positive working relationships
• Ability to maintain composure in dealing with difficult situations; demonstrates positive customer service attitude
• Ability to foster and grow a strong safety culture

As part of our dedicated focus on the health and safety of all employees, a pre-employment medical, including drug and alcohol testing and a criminal record check, will be required.