Company:

Finning Canada

Worker Type:

Permanent

Position Overview:

We are seeking a dynamic and strategic Mining Account Manager to lead all commercial interactions between Finning and our valued customers. This role is pivotal in driving business growth through the development and execution of comprehensive business plans, tailored sales strategies, and targeted marketing initiatives. The successful candidate will be responsible for representing the full suite of Finning’s products and services, ensuring a customer-centric approach that aligns with both client needs and organizational goals.

Job Description:

Major Job Functions:

• Growth targets to include Percentage In New Sales (PINS), Revenue, Gross Profit%, Cat Financial Services Ltd (CFSL), Master Goods and Services Agreements (MGSA) Customer Value Agreements (Components and Consumables), Connectivity (Condition Monitoring), my.Finning.com (MFC) use, Parts.cat.com (PCC) and/or Internal Parts (IP) use. Negotiation and execution of mining contracts, quoting and sale of new, used and rebuilt equipment, develop an asset life strategy for each site and ensure governance model is in place. (35%)
• Develop a customer account management plan that encompasses all elements of customer activity that can be used as a complete customer strategy that ultimately results in delivering profitable growth for the Company. Develop and deliver short term attack plans (less than 2 years), medium (2-5 year) and long range (5-10 years) customer account management plans that align to our customer's mine plans. These plans would include equipment and component forecasts (via Asset Management Tool), pricing, quality, estimates and market intelligence in line with the mining leadership Priority Value Drivers (PVD’s). (25%)
• Effectively communicate all applicable news within Finning as it relates to their mining territory. Being a leader with respect to CRM usage will be crucial in keeping the enterprise in touch with all progress that relates to the customer. Support regional and other internal teams in order to influence and maximize the customer experience. Consistent communication with all relevant branch personnel (ie: Branch Manager, Sales Manager, Equipment Representatives, Product Support Representatives) in order to drive consistency with the customer throughout the Region. (10%)
• Be an ambassador of the Finning safety culture and ensure that the safety practices of the customer and Finning are aligned. Also, promote Caterpillar Safety Solutions where applicable. (10%)
• Communicate and develop account status with the global CAT relationship. A strong partnership with the Cat Mining team will be imperative in order to achieve success. Identify and manage any cross-divisional opportunities so that a seamless, integrated approach is presented. (10%)
• Understand and develop government and indigenous relations as well as ESG initiatives as they pertain to Finning interests. Create a better understanding of how to work cohesively and beneficially in the governmental world, indigenous culture and ESG’s (10%)

Competencies:

• Customer Focus: Being successful means continuously paying attention to customer needs and adapting as these evolve. This heightens the importance of building strong customer relationships and delivering customer centric solutions.
• Commercial Mindset: Understanding the business and paying attention to business problems (complex and less complex) from all angles. Applying knowledge of the business and marketplace to negotiate and structure interactions. Not only understanding key financial and commercial fundamentals, but more importantly how to incorporate a commercial thinking mindset into every major decision made.
• Decision Quality: Good decisions are based upon a mixture of analysis, wisdom, experience, and judgement. Making quality decisions while working in an environment where ambiguity and uncertainty are the norm.
• Cultivates Innovation: Paying attention to what customers want and need – new and improved products, services, solutions, and experiences. Taking initiative and collaborating with people who have diverse points of view. Embrace the mindset you and Finning are never done, never satisfied, never standing still.
• Drives Results: Infusing the team and organizations with a sense of urgency. Creating a culture where organizational performance is always top of mind. Communicating a vision, setting priorities, developing and executing plans that achieve the desired outcome for Finning.
• Develops Talent: Developing the team to meet both their career goals and Finning’s goals. Creating pools of people ready and willing to take on new challenges and step up when needed.
• Situational Adaptability: Paying attention to circumstance and adjusting accordingly. Being able to recognize the need to be flexible and act different because no two situations are exactly alike. The outcome will be ease of transaction and effectiveness of interaction.
• Courage: Being comfortable with the conflict that is inherent to being a champion of an idea or course of action. Meeting tough situations head-on to constructively resolve them. Saying what needs to be said at the right time, to the right person, in the right manner to effect change.

Accountability:

• Maintain sound long-term relationships with customers, Caterpillar, internal departments, and staff.
• Understand the customers’ economic models and proactively develop timely deal strategies.
• Build, maintain and evolve a customer account management plan.
• Develop and execute strategic attack plans.
• Negotiation and execution of commercial contracts.
• Maintain an accurate component forecast for major mining equipment with the support of Asset Management Tool.
• Develop an asset cycle strategy for each key mining product line and develop a plan to execute on equipment delivery.
• Reduce total cost of ownership to our mining partners with the support of condition monitoring.
• Coaching and development of the MPSSRs, TSRs.
• Achieve key performance indicators as assigned for the branch and or region (i.e. PINs, POPs, NPS)
• Prepare accurate and timely equipment and service forecasts, pricing, quality, estimates and market intelligence, call reports and customer information.
• Achieve targets for profitability, cost and asset management and financial performance of business.

Education & Experience:

• Minimum 7–10+ years of experience in sales, product support, and parts, equipment, engineering, or operations within the Mining industry.
• In-depth knowledge of mining operations, industry commodities, and related products and services.
• Proven ability in forecasting, demand planning, and delivering best-in-class solutions through effective problem-solving.
• Mechanical aptitude considered an asset.
• Skilled in building relationships and liaising with stakeholders at all organizational levels.
• Excellent communication, sales, marketing, and presentation skills, with confidence in engaging both small and large groups.
• Effective in coaching, team motivation, and aligning efforts toward common goals.
• Highly organized with strong time management and computer proficiency.

At Finning, we prioritize creating a diverse and inclusive environment. We are proud to be an equal opportunity employer, and we actively encourage all individuals to express themselves and achieve their full potential. As a company, we continuously strive to enhance our outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, age, sexual orientation, marital and family status, and/or mental or physical disabilities. Furthermore, Finning is committed to collaborating with and providing reasonable accommodations /adjustments to individuals with disabilities. If you require an adjustment/accommodation at any point during the recruitment process, please inform your recruiter.