Senior Manager Commercial

The candidate will report to the Chief Commercial Officer. The role can be based in Vancouver or at Ashcroft Terminal’s site in Ashcroft, BC

Position Overview

Working in partnership with the CCO, the Senior Manager Commercial is responsible for developing and executing the sales and growth strategy for innovative supply chain services, including transloading, cargo storage, railcar storage and intermodal services. The portfolio includes maintaining strong relations with existing clients and developing new customers and partnerships from Canada as well as the US.

The Senior Manager Commercial will be responsible for developing a detailed understanding of customer’s logistics needs and design innovative and practical solutions that optimize customer supply chains and delivers efficiency and productivity improvements.

This leader will be an ultimate problem solver and a creative and innovative thinker. To be successful, the individual needs strong technical and analytical problem-solving abilities to design/optimize supply chain networks and processes. Capable of working independently, developing macro sector strategies and customer-specific account plans, the individual needs to be able to communicate solutions and benefits to the customers and inside the organization. The person needs to be a strong relationship builder for long-term partnerships, engaging middle-level management of the customer’s organization with empathy and trust.

Sector focus: Oil and Gas

While Ashcroft’s key customer portfolio consists of Oil & Gas majors and related service providers, the Senior Manager Commercial must be capable of applying commercial concepts, strategies and tactics to other commodities and cargo segments as well. These include forest products, grain, steel, minerals and retail goods.

Responsibilities

  • Work with Ashcroft Terminal leadership to identify and shape the value proposition for the services that the Ashcroft Terminal offers
  • Lead the charge for ‘solutions selling’ of Ashcroft’s supply chain services for customers in the Oil & Gas and other cargo sectors
  • Prepare sector/market analyses and identify, quantify and prioritize commercial opportunities for Ashcroft Terminal which will lead to achieving growth and revenue targets
  • Build zero-based business cases for new commercial opportunities, seeking relevant operational and financial input and present to Ashcroft Terminal leadership
  • Develop customer-specific engagement and account plans, including volume and pricing strategies to maximize asset utilization and growth
  • Engage and build relations with decision makers in the customer’s organization and among supply chain partners
  • Prepare and update commercial, contractual and marketing material
  • Prepare internal reporting on commercial leads, conversion rates, customer / services information, profitability
  • Provide commercial input into quarterly, yearly and multi-year Ashcroft Terminal revenue projections
  • Clear communication of service expectations within the organization; ensure operational compliance with the designed operating models

Ideal candidates

  • Has multiple years of experience in building and delivering supply chain solutions:
    • Understands of the Oil & Gas market and companies, their logistics requirements and decision- making process
    • Has interest and analytical capability to create value-added solutions for customers in other cargo segments (forestry, grains, mining, intermodal)
  • Is innovative and creative in the pursuit of new customers and how Ashcroft can add value to their business
  • Has experience in preparing internal business cases, including financial and operational studies
  • Has proven track record of trust-based customer relations
  • Has worked with North American railway and/or understands their networks, operations and pricing strategies
  • Ideally, has worked with and/or understands ports and shipping
  • Can easily translate ideas, concepts and facts into a storyline, PowerPoint presentations and Excel spreadsheets
  • Sets high quality standards for own work, including attention to details and execution

If interested, please contact Katherine Mouzenian for more information.

[email protected]

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