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Senior Manager Commercial

Working in partnership with the Chief Commercial Officer, 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.

The role will be based at the office located in Vancouver, BC and will report to the Chief Commercial Officer.

The Responsibilities

  • Work with Ashcroft Terminal leadership to identify and shape the value proposition for the services that the Ashcroft Terminal offers.
  • Drive and recommend Commercial strategy, both short term and long term and should be focused on generating new streams of revenue.
  • Identifies optimal shipment and transportation routes with attention to the consolidation of warehousing and distribution.
  • Lead the charge for ‘solutions selling’ of Ashcroft’s supply chain services for customers in raw materials, shipping companies 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

Experience And Qualifications

  • Has multiple years of experience in building and delivering supply chain solutions:
    • Operational/commercial environment within a supply chain/terminal/shipping-related
      role.
      o 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 send your resume to [email protected] or [email protected]