Commercial Sales Manager - Ready Mix

Position Summary

Reporting to General Manager – Ready Mix, the Commercial Sales Manager – Ready Mix is accountable for the development and execution of business strategies related to Ready-Mix commercial activities within Terus Construction, a division of Colas Western Canada Inc. Leveraging a strong sales and finance background, the Commercial Sales Manger will achieve business objectives by fostering strong relationships with key stakeholders and promoting a culture of ongoing sales and business development.

Role Purpose

Based out of any location of Terus Construction, the Commercial Sales Manager- Ready Mix will assist regional Ready-Mix managers, overseeing an annual revenue of $30+ million. The role is directly accountable for overseeing commercial objectives and topline performance of our Ready-Mix Concrete, with a focus on maximizing revenue through strategic sales and business development. The Commercial Sales Manager will monitor market dynamics and maintain up-to-date market intelligence. Subsequently, this role will involve frequent on-site visits and networking to enhance brand visibility, with a focus on client acquisition, expansion and retention. Key accountabilities include: 

• Customer Acquisition and Sales Management: Assist in identifying and pursuing sales opportunities while optimizing the sales processes across Ready-Mix operations.
• Customer Expansion and Retention: Cultivate strong relationships with both existing and new clients to ensure satisfaction through proactive client engagement.
• Market Intelligence: Identify industry trends, competitive dynamics, and customer needs to assist with strategic decision making.
• Revenue Growth: Acquire new clients and leverage sales opportunities with existing accounts to improve revenue and topline performance.
• Improve Market Share: Identify and capitalize on opportunities that capture market share in the Ready-Mix sector, contributing to the success of each region.  
• Budgeting And Forecasting: Forecasting and projecting volumes and market trends, while managing sales and performance targets against budgets.
• Estimating And Quoting: Responsible for consistent and accurate project quoting in various markets with projects ranging in sizes and in various segments.   

Key Business Responsibilities

Health, Safety & Environment

• Provide assistance in ensuring that HSE (Health, Safety, and Environment) goals and objectives are integrated into commercial operations wherever possible. 
• Demonstrate commitment to Terus-CWCI health, safety, and environment policies by adhering to policies and promoting a culture of safety in all activities conducted. 
• Responsible for compliance with legal and industry requirements in relation to commercial activities in coordination with HSE Manager.

Sales & Business Development

• Take a hands-on approach to customers acquisitions by initiating outreach to new clients across Ready-Mix regions and presenting specific tailored solutions. 
• Conduct comprehensive market intelligence analysis to identify trends, competitive dynamics, customer needs with the Ready-Mix industry, utilizing insights to assist with strategic decision-making and enhance market positioning for the Ready-Mix division. 
• Expand the ready-mix concrete business by identifying new market opportunities, conducting market research, and implementing targeted strategies to penetrate and grow in emerging markets.
• Manage and supervise the Ready-Mix sales and development aspects as a whole and assist the General Manager - Ready Mix in planning, forecasting, developing and directing the organization’s strategic vision and activities to achieve targets and sustainable growth.
• Work closely with the Regional Ready-Mix Supervisors on market knowledge, customer retention, competitive market and overall local strategies.  
• Assist in the development and implementation of targeted strategies to capture market share for the Ready-Mix division across all regions.
• Responsible for executing the commercial business strategy of the Ready-Mix business and Terus Construction as a whole.

Key Business Responsibilities

Customer Relationship Management

• Travel to Ready-Mix operations across BC to engage with clients and promote Ready-Mix Concrete products and services. 
• Assist in creating, presenting, and responding to proposals for specific customer requirements, including requests for industry-specific solutions.
• Enhance and expand current client relationships by identifying additional opportunities for upselling and cross-selling.
• Improve client retention by addressing customer concerns promptly, conducting regular check-ins, creating feedback mechanisms, and building strong relationships.
• Establish active communication and engagement with new and existing stakeholders to ensure that all sales opportunities are capitalized on.
• Assist and guide Regional Ready-Mix Managers in maintaining strong relationships with key existing and potential customers.

Revenue & Risk Management

• Accountable for Ready-Mix topline performance including revenue growth, incremental business growth, and new business development. 
• Accountable for the formulation and implementation of market pricing as well as strategies that align with overall business objectives, ensuring competitiveness while maximizing profitability.
• Responsible for consistent and accurate project quoting in multiple markets varying in size and complexity, with clients ranging across multiple segments.  
• Budgeting and forecasting revenues and volumes in various markets in combination with the Regional Ready-Mix Supervisors
• Monitor and analyze Ready-Mix sales performance against financial targets and key performance indicators to drive informed decision-making.
• Prepare and present reports for the General Manger – Ready Mix to highlight trends, challenges, and opportunities.
• Identify, assess, and mitigate potential risks in Ready-Mix commercial operations, ensuring sustainable business growth while safeguarding company assets and client relationships.

Experience and Knowledge Required for the Role

• Bachelor’s or Diploma in Engineering, Business, or any related discipline or a combination of education, training and experience deemed equivalent.
• Minimum 10 years of experience in commercial sales role, with a preference for experience in the Ready-Mix business including Ready-Mix sales & business development.
• Microsoft Suite experience (Word, Excel, PowerPoint)
• Exceptional financial expertise and commercial sales acumen
• Exceptional track record in sales, demonstrating a strong ability to drive revenue growth, and achieve financial targets.
• Proficient in cultivating effective internal and external relationships.
• Ability to travel up to 70% of time.
• Valid License and clean drivers abstract.

Transferable Skills

• Financial Acumen
• Sales and Negotiation Skills
• Communication Skills
• Customer Relationship Management
• Strategic-Thinking Skills
• Interpersonal Skills

Abilities

• Demonstrate professionalism
• Results orientated
• Have a sense of urgency to meet deadlines
• Demonstrate initiative
• Multi-task and set priorities effectively
• High energy, a strong work ethic, resilience, and versatility       
• Attention to detail
• Strive for excellence
• Possess a positive “can do” attitude
• Flexible and adaptive to change

Working Conditions

• Frequent travel is expected, estimated 70% of the time
• Overtime as required.
• Use of Personal Protection Equipment if required. 
• Must comply with the company’s drug and alcohol testing requirements. 
• Manual dexterity required to use computer and peripherals. 

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required. Personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Compensation:  

The anticipated salary range for this position is around $110,000 - $140,000 CAD per year. The final compensation package will be determined based on factors including the candidate's job-related knowledge, skills, and experience.