Commercial Area Manager - Vancouver, Canada - Lafarge Canada Inc

Lafarge Canada Inc

Verified Company

Vancouver, Canada

2 weeks ago

Posted by:

Sophia Lee

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Description

Why work for Lafarge?:
As the global leader in innovative and sustainable building materials, we're committed to shaping a

greener,

smarter and

healthier world. At Lafarge Canada Inc.,

safety comes first,

collaboration matters and

diversity is celebrated with people who share our desire to continually

make our materials better.
Do you have the drive, the skills, and the passion to join us?

Overview:

Reporting to the General Manager, GVA West Ready-Mix, the Commercial Area Manager (CAM) has overall accountability for commercial and topline performance in the Greater Vancouver Area (GVA) Readymix Division.

The CAM will develop and execute commercial strategy, driving penetration of sustainability and circular economy initiatives with key stakeholders, progress digital transformation, new product/service/solutions development & deployment, and optimizing existing portfolios to align with current and future market economic conditions.

The CAM is also responsible for continual improvement and standardizing processes across the East and West regions within the GVA business.

Responsibilities:

Commercial Strategy

Develop pricing strategy, including pricing + price escalation, and consistently monitor and execute to ensure business objectives are achieved
Develop segmentation, targeting, and positioning for GVA RMX business in East and West geographies
Develop Value proposition specific to each segment, creating differentiation and increased margin opportunity in the segments, focussing on sustainable competitive advantage.
Maintain a consolidated current year forecast across East and West to ensure business objectives are achieved and resource allocation is optimized.
Develop and maintain a long term forecast (25 years) from customers, suppliers, economic forums, and publicly available industry data
Develop key reports from CRMand QlikView that define actions to ensure all aspects of commercial strategy are in alignment and executed with current and forecast business objectives.

Customer Relationships

Develop and maintain senior level customer relationships with existing key accounts across GVA Region, with scheduled proactive touch points on a regular basis with strategic intent embedded in engagements.
Develop and maintain senior level customer relationships with key stakeholders across GVA and Western Canada region who do not currently purchase from Lafarge
Develop and hold senior level relationships with Engineering firms, architects, and specifiers across Vancouver region
Support Commercial teams in East and West Business to develop and maintain multitier customer relationship models. Support on filling gaps in tiers where required.
Lead commercial discussions with customers when escalation or senior level support is required
Build customer profiles and value improvement plans for top 20 customers to ensure all Lafarge stakeholders are aligned on opportunities and required actions.
Investigate and build crossproduct line opportunities with customers. Facilitate and lead engagement for all stakeholders.

Negotiations

Support Sales teams and legal to achieve optimal and acceptable terms for ready mix supply to customers/projects. Lead negotiations for complex projects, or contracts that have reached deadlock with legal/sales team
Lead final and/or annual pricing communications and negotiations with Senior level customers/stakeholders
Lead negotiations of legal and contractual claims that involve customers or future potential commercial outcomes.

Sustainability

Embed sustainability in commercial strategy for GVA RMX business
Define local targets and sustainability initiatives, monitor, and report on progress
Develop and execute marketing plans to promote Lafarge sustainability initiatives in the market, including promotion of cross product line and corporate initiatives.

Digital Transformation

Lead ConcreteDirect initiatives and implementation across GVA Region
Develop commercial approach and implementation across GVA for future technology deployment (Concrete sensors etc)
Engage with Holcim Group and Lafarge Western Canada Performance team in assessment of future initiatives
Monitor performance with digital initiatives and develop continuous improvement plans to achieve business objectives
Engage with stakeholders to identify and develop digital solutions that can create value in the short and long term.

Business Planning

Prepares and delivers a consolidated, detailed annual sales budget with sound strategy/rationale. Accountability is clearly assigned throughout the sales teams in East and West.
Builds and effectively communicated consolidated monthly and quarterly sales forecasts to all stakeholders including key supply chain
Analyses backlog and near term opportunities, and compares to prior periods to assess the risk/probability of meeting targets (volume, price, gross profit), and supports with direct