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Current Opportunities

Director, Sales and Commercial – Tervita Corporation

THE ORGANIZATION

Founded in 1984 and headquartered in Calgary, Canada, Tervita is one of the largest environmentally focused midstream and waste management service providers in North America with1,600 employees, revenues of over $600 million (excluding Energy Marketing) and adjusted EBITDA of $190 million Primarily serving the oil and gas industry, as well as the industrial and natural resource sectors, predominantly in Western Canada, Tervita has achieved significant growth in scale and scope through its transformation into an integrated service provider of energy related environmental solutions and is well positioned to capture incremental market share through a meaningful and aggressive future growth strategy.

Tervita provides a broad and integrated array of services and environmental management solutions to its customers including treatment of waste materials, recovery of valuable products, such as skim oil and scrap metal, disposal of liquids and solid materials, engineered landfill construction, waste management and field services, oil treatment and terminalling, energy marketing services, metals recycling and train derailment response and clean-up services, equipment rentals, demolition services, and decommissioning services. The Company has built a network of more than 100 modern waste processing and disposal and industrial facilities. The asset base is strategically located within close proximity to major areas of oil and gas production in the Western Canadian Sedimentary Basin (“WCSB”) and Tervita leverages this network to provide bundled services to customers with a focus on midstream services and complementary upstream and downstream field services.

Tervita seeks to be the leading provider of integrated environmental and waste handling services in Western Canada and intends to achieve this goal by continuing to benefit from its infrastructure and operational excellence driven business model, enhancing its commercial and customer centric approach, and pursuing significant growth avenues through both organic means and acquisition opportunities.

For further information about Tervita Corporation, please visit their website at http://www.tervita.com/

 

THE OPPORTUNITY

Job Title: Director, Sales and Commercial

Reports to: Vice President, Energy Services

Direct Reports: 4-6

Indirect Reports: 14-16

Location: Calgary, AB

 

MANDATE

Reporting to the Vice President, Energy Services, the Director, Sales and Commercial will lead all sales related initiatives and be accountable for driving annual growth within the Energy Services Business Unit. The successful candidate is responsible for leading the business development team (customer/market) in identifying and developing the overall sales strategy and formulation and integration of sales services (i.e. including pricing, new products/services, market segments, quality impact and customer expectations). This position is accountable for maintaining strong relationships with internal and external customers, developing sales programs that exceed targets, and overall account management. This role is also responsible for the creation and implementation of sales processes and systems such as CRM, sales cycle management, strategic customer identification, sales skills training, and incentive programs.

Key Accountabilities

The position will include the following responsibilities:

Business Development (Customer/ Market) – customer development and growth, market position, and brand

  • Works with Marketing and Business Development to consolidate, analyze, and communicate competitor intelligence to develop and execute specific competitor strategies
  • Identifies and evaluates opportunities and market trends to develop the business through geographic expansion, service addition and acquisitions
  • Understands the facility network and customer needs to effectively work with operations in developing and implementing a value proposition
  • Manages sales team activities to maximize revenue and profitability consistent with the strategy
  • Consolidates, evaluates and reports on customer intelligence, including preferences, initiatives, etc.
  • Establishes key and target customers, develops priorities and executes specific action plans for each
  • Builds relationships with senior management at key and target customers to set expectations, explore current and future opportunities and position Tervita to capitalize on its competitive advantage
  • Balances Brand promotion with product/service performance and customer expectations to ensure Brand integrity
  • Oversees all RFP (Requests for Proposal), budgetary RFI (Requests for Information) and MSA (Master Service Agreements) as needed
  • Creates annual sales plans that exceed revenue and margin targets
  • Provides comprehensive market reports clearly presenting business opportunities, critical success factors and market expectations

Business Management – safety, finances, reporting, operational efficiencies, technical, and process improvement

  • In conjunction with Business Development and Area Managers, establish pricing for core products and services by analyzing competitor and customer price/value relationships and company cost structures to effectively maximize pricing
  • Works with the Divisional Managers in setting priorities and action plans to maximize facility network utilization and profitability
  • Works with Business Development and Legal to establish the terms and conditions on all major customer contracts
  • Participates in the planning and budgeting processes by presenting analyses of prices,volumes, customers and competitors
  • Monitors actual revenues closely and reports on volumes and prices, identifying variances and developing action plans
  • Alignment of Sales and Operational forecasts

Business Planning and Strategy – organizational impacts and alignment, market position, and strategic focus

  • Collaborates with and takes direction from the VP, Energy Services, Director of Operations, and Business Development on sales structure and works with the Sales team to implement strategies with a consistent approach and oversight.
  • Works closely Operations and Sales to exchange market information, develop cohesive action plans, develop Divisional/Corporate proposals, and co-ordinate activities to enhance utilization of sales resources to improve the overall sales effectiveness of the organization

Leadership / Talent Development – builds and develop talent for strategy and growth, drives accountability, employee engagement, and emotional intelligence

  • Provides leadership, motivation, and development for the team of Sales Managers.
  • Provides direction and support in order to maximize revenue and profits consistent with strategy
  • Develops and implements performance management strategies that enhance saleseffectiveness
  • Communicates Divisional and Corporate initiatives to the sales team
  • Provides underlying strategy and implements and manages variable compensation plan;develops KPIs to drive behaviour
  • Drives utilization and consistent application of CRM and BI Reporting tools
  • Ensures systems and tools support business and team needs

Safety – adherence

  • Adheres to safety and performance standards as established by the company
  • Reports all incidents and identifies any safety concerns to supervisor
  • Regularly attends safety meetings
  • Meets and complies with company policies, procedures and regulatory

 

ATTRACTIONS

  • Join one of the largest growing Canadian based energy services company
  • Have a say in the creation, implementation and execution of a sales strategy for Tervita’s national energy services business units
  • Work in partnership with the Director of Sales for the Industrial services business units for opportunities to bundle services
  • Play a significant role in molding and developing an ambitious sales team

 

FIRST YEAR DELIVERABLES / MEASURES OF SUCCESS

Success in the first year will be determined by the candidate’s ability to:

  • Further develop and implement a comprehensive sales strategy and business development plan to maximize Energy Services’ value offering
  • Develop a thorough understanding of the organization and their work to better understand the needs of internal and external customers/stakeholders
  • Build trust and creditability within the Senior Leadership and Operational teams
  • Provide unwavering leadership, motivation and support in further developing the Sales and Commercial teams through enhanced structure, accountabilities and metrics in order to drive results
  • Identify and implement development and training plans for the Sales and Commercial teams along with recruitment efforts to support future growth

 

CANDIDATE PROFILE

The successful candidate will have the following:

Education

  • A Bachelor’s degree from a Post-Secondary institution, MBA preferred (but not required)

Experience

  • 10+ years senior level sales experience, with a minimum of 5+ years of experience in sales team management
  • Experience working within the Oil & Gas or Environmental Services markets

Competencies and Attributes

  • Have delivered at all stages of the full sales-cycle, from initial lead-generation to completion
  • Proven effective relationship building at all organizational levels, including field operations and management
  • Ability to identify opportunities for sales process optimization in strategic / long lead sales cycles
  • Ability to manage long lead time multi-influencer prospects
  • An established network of industry contacts
  • Comprehensive understanding of customer requirements and changing market and regulatory conditions
  • Ability to strive in an unstructured, entrepreneurial environment•Available for 20% travel across Western Canada

 

COMPENSATION

An excellent compensation package awaits the successful candidate


How to Apply:

Please send your resume in Word or PDF format to: jmadder@optimumtalent.com. Copy and Paste the following job title and code and place it in the subject line of your email so we can identify the job and confirm receipt of your application:
AVRX-170880 Director, Sales and Commercial – Tervita Corporation - AB - Calgary and Area (OTIAPPLY)

Please note that only those candidates meeting the selection criteria, established by our client, will be contacted further. Although we may not contact you directly for this particular role, all applications will be reviewed as we would like to consider you for future opportunities that may be appropriate. We encourage you to continue to visit our website at optimumtalent.com as our opportunities are updated on a regular basis.