Commercial & Logistics Manager

Position Description: 
Lafarge is looking for an exceptional, high-performing individual with a long-term outlook on becoming a business leader in the industry and within the organization. The Commercial & Logistics Manager (CLM) is expected to lead, provide strategic direction, manage performance, and develop a team of sales & logistics professionals to achieve Lafarge business objectives in the Greater Toronto Area (GTA). The incumbent will need to develop, communicate & execute a clear vision and strategy aligning the team towards common objectives, within a culture that is performance oriented and holds health & safety as a core value. The CLM will achieve the sales objectives by mobilizing and empowering others, cultivating the appropriate senior relationships, and working closely with all product lines to fostering a culture of continuous sales effectiveness improvement.

Responsibilities: 

Safety:   

• Serve as a role model in the areas of safety, leadership, teamwork, customer focus, and continuous improvement to ensure alignment with the company’s vision and critical success factors.
• Ensures appropriate programs, priorities, and resources are in place to reduce or eliminate health and safety risks to employees, customers, and vendors.
• Lead compliance to Lafarge Safety Programs and Processes to ensure all aspects of the commercial and logistics team are working in a safe manner.
• Manages Safe Trucking Program and ensures safety compliance and targets zero incidents. 

Leadership:

• Develops and communicates a clear vision and strategy aligning the team towards common objectives, and promoting the development and execution of progress plans to maximize results;
• Responsible for leading a team of sales & logistics professionals assigned to the region. Sets clear and measurable individual objectives in alignment with the market ambitions. 
• Responsible for the development of the Commercial and Logistics team with a heavy emphasis on mentoring, training, coaching, and leading by example to develop the organization’s sales and logistics leaders of the future.
• Responsible for the implementation of the commercial and Logistics Business cycles in the market, including the Development of the Commercial and Logistics Policy and Plans, and contributing with the development of the markets Strategic Framework and MTP

Commercial / Logistics Management:

• Develops the market’s Commercial and Logistics Plans focused on increasing business profitability and clearly defining growth, margin and cash ambitions, implementation levers and execution plan.
• Works with individual team members to develop a plan for their respective submarket contributing to the overall market commercial and logistics plan, clearly defining ambitions and execution plan on the pricing strategy, customer segmentation, product mix, logistic zone pricing, customer credit and collections strategy among other levers.
• Effectively utilizes KPIs, Performance Efficiency Reviews, financial statements and operational reports to track performance, establish effective action plans and continuously improve the operations;
• Manage key customer relationships (Commercial + Haulers) to strengthen overall solution capabilities and drive greater value to the customer while addressing customer inquiries and concerns;
• Manage the GTA Logistics team to establish competitive and fair freight rates for zone maps, large projects, and annual supply contracts;
• Tracks team progress/achievements through regular interaction, including but not limited to joint customer visits, plant inspections etc.;
• Respects and implements the Eastern Canada Price Margin Management (PMM) process;
• Records and signs off all contracts above the local set thresholds.
• Provides an accurate sales and logistics forecast for the Market

Commercial and Logistics Performance Optimization: 

• Defines reports, processes and KPI’s to assess on a monthly basis the markets’ Commercial performance against clearly defined objectives (price, profitability, segmentation, product mix, etc.)
• Defines report, processes and KPI’s to assess on a monthly basis the market’s Logistics performance against clearly defined objectives (profitability by zone, carrier, turnaround time benchmarks, efficiency KPI’s, etc.)
• Implements internal and external feedback systems to ensure effective use of KPI’s to drive efficiencies and manage performance
• Accountability and management of the financial process will be measured through the tracking & forecasting of Gross Profit on Delivery, Shipping costs, logistics, administrative costs and other costs related to the supply chain team.
• In collaboration with the Director of Supply Chain and Commercial Performance, leads the ongoing optimization of the function including the incorporation of digital tools to drive efficiencies including the development of online bidding platforms aiming for cost and margin optimization by route, project and segment, including the optimization and evolution of our TMS systems.  

Relationship with Others:

• Reports to the local aggregates General Manager;
• Dotted line to the Director of Supply Chain and Commercial performance, ensuring alignment with the ECAN strategy, tools and processes on Logistics and Commercial Strategy;
• Interface with other representative product line sales & logistics management;
• Works closely with the local Credit Manager and Sales Support Coordinator to ensure customer accounts are financially maintained, current and correctly applied;
• Works closely with local Quality Control Manager and Operations Manager to ensure efficient management of production costs & inventories and optimize customer quality needs.
• Works closely with the H&S Manager to ensure hauler safety compliance and define requirements

Specific Accountabilities:

• Deliver pricing, quality, volumes and margin of aggregates at or above budgeted levels
• Drives the commercial and logistics business cycle, including the development of the market’s Commercial and Logistics Plan and Policy and Co- development of the markets Strategic Framework and Midterm plan
• Responsible for Commercial, Logistics and collections performance of the unit;
• Implements monthly Commercial, Logistics and Credit meeting to monitor performance, adjust direction and priorities and define optimization actions and accountabilities
• Consolidates, analyzes and prepares periodic reports on market logistics performance KPI including, among others, site turnaround times, delivered %, average cost per ton, profitability by market, zones and customer segment, margin mapping by customer, backhaul %, etc.;
• Leads critical market negotiations in alignment with the GM and supports team in customer negotiations 
• Responsible for team performance assessment, management and development leveraging the annual objective and IDP processes

Dimensions:

• Sales Volume: 13-14M Tonnes
• Sales Revenue: $200 - $250M 
• Delivered Volume: 6-7M Tonnes
• Delivery Cost: ~$45-55M 
• Total Direct Reports: 8 Salaried Employees (5 Commercial, 3 Logistics)
• Active Pits & Quarries: 20-25 
• Active Depots: 10

Qualification Profile: 

 Education & Work Experience: 

• Undergraduate Degree in Business Administration or equivalent
• Strong Leadership skills are essential, with a minimum 7-10 years of Commercial & Logistics experience 

 Knowledge & Skills: 

• Financial & Commercial Mindset along with Tactical & Strategic thinking
• Practical problem solving and analytical skills 
• Excellent people management and leadership skills 
• Ability to develop effective internal and external relations

Job-Specific Competency Profile (Lominger): 

• Business Acumen & Strategic Thinking 
• Integrity, Trust, Innovative & Results Driven
• Managerial Courage, Organizational Agility & Collaboration
   

We thank you for your interest. Please note that this posting is for an existing vacancy, and only candidates selected for an interview will be contacted.  Lafarge is committed to the principles of employment equity and encourages the applications from women, visible minorities, and persons with disabilities.

Lafarge Canada Inc. welcomes and encourages applications from people with disabilities. In Ontario, our organization/business is committed to fulfilling our requirements under the Accessibility for Ontarians with Disabilities Act. Accommodations are available on request for candidates taking part in all aspects of the selection process.