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Current Opportunities

Manager, 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 with over 1,600 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 70 modern waste processing, disposal and industrial facilities, including 24 treating, recovery and disposal facilities, six salt water disposal wells, two cavern disposal facilities, 20 engineered landfills, seven transfer stations, 12 bioremediation facilities and four metals recycling facilities, as well as a fleet of specialized equipment and assets servicing the oil, gas and industrial sectors. 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: Manager, Commercial

Reports to: Director, Commercial and Sales

Direct Reports: 6

Location: Calgary, AB

 

MANDATE

Responsible for developing commercial strategies, systems, and analytical support requirements of various business units.  Demonstrate a proactive approach when handling reporting and analytical activities to ensure that all tasks are handled efficiently, professionally and in a timely manner with a vision (focus) of up to six months.  Prioritize the needs of the business units and summarize key information for reporting.  Coordination of market information sharing with Corporate Development group and Sales groups.  Lead initiatives to create insights from pricing and market intelligence.

Key Accountabilities

The position will include the following responsibilities:

Customer Pricing and Proposals

  • Leads the development of customer proposals, ensuring that the appropriate internal stakeholders and subject matter experts are engaged in the process
  • Works closely with account team to evaluate and recommend customer and market specific pricing
  • Lead integrated pricing strategies among multiple business units to create customer value
  • Create win/loss reporting to evaluate the success of pricing strategies
  • Assist sales in proposal development to ensure quality, consistent Tervita product

Systems Management

  • Management of systems to ensure customer quotes and pricing are executed
  • Evaluation of market pricing and provides recommendations for facility pricing
  • Sales opportunity reporting capabilities and tool development

Leading a Team

  • Manages a team of business and market analysts to support the Energy Services and Waste Services Sales and Operational Teams
  • Sets time and quality standards for team
  • Conducts regular performance evaluations
  • Manages, mentors, and coaches team members

Coordination of Market Intelligence

  • Work with Corporate Development to create market and customer insights
  • Proactively understand the competitive pricing and competitive market environment
  • Market analysis to understand trends and help operations in infrastructure decisions
  • Utilize market information to provide insights to assist in sales and customer strategies

Contract Analysis and Management

  • Proactive approach to contract management
  • Assist with commercial language, terms, and compliance
  • Assist sales team in customer audit processes

 

ATTRACTIONS

  • Join one of the largest growing Canadian based energy services company

 

FIRST YEAR DELIVERABLES / MEASURES OF SUCCESS

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

  • Develop and execute a more forward-looking reporting process that reflects market share, market analysis, win/lose assessment and measures of success
  • Work closely with the Corporate Development Team to provide valuable insights to achieve sales objectives
    • Utilize the CRM reporting capabilities to support the sales KPI’s
  • Successfully build strong collaborative relationships with operations groups
  • Take a proactive approach to elevate commercial strategies

 

CANDIDATE PROFILE

The successful candidate will have the following:

Education

  • Bachelor’s Degree from a post secondary institution

Experience

  • Minimum 10+ years Sales experience
  • Demonstrated experience leading a team
  • Experience in oil and gas industry, specifically experience managing various pricing models
  • Financial modeling experience with an understanding of pricing systems and tools, yield analysis, and CRM
  • Strong working knowledge of Microsoft Office 360 Suite (excel, word, power point)
  • Ability to draw insights from large amounts of data and analysis

Competencies and Attributes

  • Develop rapport and communicate with internal stakeholders
  • Influence decisions
  • Collaborate with internal stakeholders and senior level positions
  • Comfortable and proficient at delivering presentations
  • Comprehensive understanding of changing markets and customer requirements
  • Help teams work through challenges, and evaluation of alternatives utilizing data sources

 

COMPENSATION

An excellent compensation package awaits the successful candidate.


How to Apply:

Please send your resume in Word or PDF format to: msimpson@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:
AQQL-562081 Manager, 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.