Step into a pivotal role at the center of high value mining equipment deals.
Reporting to the Director, Commercial Proposals & Contract Management, the Commercial Manager will lead the coordination of major opportunities for Large Mining Contractors, Strategic customers, and Greenfield Operations. You will oversee financial due diligence, ensure alignment to the large deal process, and protect the profitability of every mining equipment sale in collaboration with the assigned product manager.
As a key member of the mining sales and marketing team, you will play a direct role in achieving the mining equipment Annual Operating Plan. This role is ideal for a strong communicator and relationship builder who excels at bringing teams together across the dealership and working effectively with external partners. Exceptional project management abilities and strong interpersonal skills will be essential to your success.Job Description:
Major Job Functions:
- 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%)
Detailed Job Functions:
In Proposal Stage
- 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
- Provide input to the response documents in various areas where subject matter experts provide background information
- 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
Customer Clarification and Negotiation
- 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
Successful Award of the RFP
- 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
Market Analytics
- 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
Mining Deal Standardization
- Develop a standardized mining deal calculation tool
- Perform deal audits for calculation accuracy
- Assess deal risk and confirm alignment with Finning’s risk tolerance
Competencies:
- Customer Focus: Being successful means continuously paying attention to customer needs and adapting as these evolve. This heightens the importance of building strong customer relationships and delivering customer centric solutions.
- Cultivates Innovation: Paying attention to what customers want and need – new and improved products, services, solutions, and experiences. Taking initiative and collaborating with people who have diverse points of view. Embrace the mindset you and Finning are never done, never satisfied, never standing still.
- Drives Results: Infusing the team and organizations with a sense of urgency. Creating a culture where organizational performance is always top of mind. Communicating a vision, setting priorities, developing and executing plans that achieve the desired outcome for Finning.
- Courage: Being comfortable with the conflict that is inherent to being a champion of an idea or course of action. Meeting tough situations head-on to constructively resolve them. Saying what needs to be said at the right time, to the right person, in the right manner to effect change.
Accountability:
- Mining customer Request for Quotation (RFQ) & Request for Proposal (RFP) of under $25M or a five-year commitment
- Risk mitigation on low to medium Mining deals
- Large deal process compliance
- Mining equipment sales & revenue targets (~$426m/year)
- Mining equipment market share (PINS)
- Mining equipment delivery forecast accuracy
- Gross profitability of mining equipment
- Accountable for Mining strategy, communication plan and commercialization within customer solutions
- Personal marketing effectiveness objectives as outlined in annual target setting
Education and Experience:
- Bachelor’s degree or diploma in Marketing or a related business field is required
- Three to five years of relevant mining industry experience
- Deep expertise in the Canadian mining market, including in depth product and application knowledge of mining equipment
- Highly developed commercial and business acumen with strong negotiating skills and the ability to influence outcomes
- Proven ability to read, interpret, and clearly explain financial reports, legal agreements, and service contracts
- Strong skills in data analysis, data visualization, and the use of tools for analytics, marketing, and design
- Solid computer proficiency, including Microsoft Office and customer relationship management systems
- Equipment sales and marketing experience, supported by technical experience in a related field
- Excellent written and verbal communication skills, with the ability to prepare effective reports and correspondence for internal and external audiences
- Confident presenter with the ability to speak effectively to groups of customers or employees
- Strong planning, organizing, leadership, and interpersonal relationship building skills
- Ability to motivate, guide, and educate team members while working collaboratively across all levels of the organization
- Highly motivated, independent, and strategic thinker with the ability to set and manage priorities for both individual and team responsibilities
- Ability to travel across the territory to visit customers and branches is required
At Finning, we prioritize creating a diverse and inclusive environment. We are proud to be an equal opportunity employer, and we actively encourage all individuals to express themselves and achieve their full potential. As a company, we continuously strive to enhance our outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, age, sexual orientation, marital and family status, and/or mental or physical disabilities. Furthermore, Finning is committed to collaborating with and providing reasonable accommodations /adjustments to individuals with disabilities. If you require an adjustment/accommodation at any point during the recruitment process, please inform your recruiter.
Top Skills
What We Do
Finning is the world's largest Caterpillar dealer delivering unrivalled service for over 90 years. We sell, rent and provide parts and service for equipment and engines to customers in various industries, including mining, construction, petroleum, forestry and a wide range of power systems applications.
Since 1933, when Finning was first established in Canada by Earl B. Finning, our name has conveyed integrity, reliability and resourcefulness. Over the years, the company has grown as a result of a genuine commitment to earning customer loyalty.
With our broad product support infrastructure and unmatched service capabilities, we deliver solutions that enable customers to achieve the lowest equipment owning and operating costs while maximizing uptime.
Finning employs over 13,000 people world-wide and operates in three geographies, with the head office in Vancouver, Canada.
