Commercial Manager
Job in
Edmonton, Alberta, Canada
Listing for:
Finning
Full Time
position
Listed on 2026-03-06
Job specializations:
-
Business
Business Development
Job Description & How to Apply Below
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 teamLead and contribute to strategy discussion for response to RFPIdentifying and Assigning work streams to all the stakeholders internal and with CaterpillarDevelop, review, and participate in the presentation of Stage Gate presentations to the Executive and FLTDraft and manage the Gantt charts to ensure workstreams are on timeLead the progress meetings with the team leads and CaterpillarProvide input to the response documents in various areas where subject matter experts provide background informationComplete the initial review of deal sheets for accuracyResponsible for Identifying and documenting financial, operational and execution risks in the proposalPerform a final review of the customer submission prior to delivery to the customerManage the governance and compliance in the Blue Print process of the opportunitiesCustomer Clarification and Negotiation
Develop and review customer RFP proposal presentations and clarification responsesParticipate in clarification meetings with the customerActive participant in the negotiating team with the customerDocument and track customer/Finning negotiating positionsEnsure Finning is aware and honoring the original commitments in the RFP as negotiations progressProvide a weekly negotiation update to both the Finning FLT and Caterpillar leadershipReview customer term sheet to ensure language and items are in line with the final agreement in negotiationsWork with Caterpillar to draft all commitments made to both the customer and to Finning in the form of a dealer control documentSuccessful Award of the RFP
Along with the Branch Manager, provide the link between the commercial negotiations and agreement draftingProvide guidance to legal from intent of commercial items from the preceding negotiationsParticipate in the drafting of the contract, monitoring language alignment with the term sheet agreementMarket Analytics
Work with the Senior Commercial Manager to develop commercial marketing programsContribute to the achievement of the annual operating planLeverage full solution proposals to achieve annual sales objectives and market share resultsMining Deal Standardization
Develop a standardized mining deal calculation toolPerform deal audits for calculation accuracyAssess deal risk and confirm alignment with Finning’s risk toleranceCompetencies:
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 commitmentRisk mitigation on low to medium Mining dealsLarge deal process complianceMining equipment sales & revenue targets (~$426m/year)Mining equipment market share (PINS)Mining equipment delivery forecast accuracyGross profitability of mining equipmentAccountable for Mining strategy, communication plan and commercialization within customer solutionsPersonal marketing effectiveness objectives as outlined in annual target settingEducation and Experience:
Bachelor’s degree or diploma in Marketing or a related business field is requiredThree to five years of relevant mining industry experienceDeep expertise in the Canadian mining market, including in depth product and application knowledge of mining equipmentHighly developed…
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