- Director of Sales, Civil Infrastructure for North America (Maple Ridge BC)

About Orica

At Orica, it’s the power of our people that leads change and shapes our futures.  Every day, all around the world, our people help mobilise vital resources essential to progress. Established in 1874, we have grown to become the world leader in mining and civil blasting with a diverse of team of more than 13,000 across the world. 

It’s an exciting time to join us – we are shaping the future of mining through digital and automated technologies, embracing new ways of thinking, pioneering innovation and reimagining the way we work.

About The Role – Director of Sales, Civil Infrastructure for North America  (Maple Ridge BC)

The Director of Sales, Civil, North America, has overall responsibility for the commercial success of the Geosolutions 5 (GS5) brands in the Civil Infrastructure vertical in North America. 

The role reports to the COO and Managing Director (int. Senior Manager) – RST & Navstar and its prime focus is driving top line and gross margin growth by collaboratively (with Marketing and Brand leadership) developing market-specific growth strategies and leading the sales team in the development and execution of sales plans. 

Location: Canada: Ontario (Remote) or BC (Maple Ridge Office) preferred.

What you will be doing

• Work closely with Marketing, Product Management and Brand / Application specialists to deeply understand customer needs, competitive context and new market opportunities.  
• Define and lead commercial, market-specific strategies that optimize and grow GS5 in North America (initial focus on Canada and USA).
  o    Includes channel strategy
  o    Key KPI’s: Customer Experience, Revenue, Gross Margin, Market Share.
• Hire strategically to build on the strengths of the existing team.
• Lead the business development and inside sales teams to effectively retain and grow existing customers as well as develop significant new business, for GS5.   
• Ensure that sales teams have the right training (technical and commercial), coaching and mentorship to be able to effectively add value for clients and drive growth for GS5.  
• Provide voice of customer input to Product Management, thus contributing to the development of a clear product roadmap (including new product development and product improvement), value proposition, positioning and pricing strategy.
• Other duties as assigned by management.

What you will bring

• 5+ years experience in technical/solution sales in civil infrastructure and/or mining.
• 3+ years experience in leading/managing a sales team, including coaching, setting targets, and opportunity pipeline management (and leveraging CRM systems to do so).  
  Proven skill in and passion for negotiation.
• Proven collaboration, influencing and change management skills.
• Working knowledge of:
  o    business case tools / product contribution models
  o    strategic analysis [an asset]

What Success Looks like: 

• You integrated market understanding, voice of customer and internal expertise to develop market specific strategies that effectively positioned and grew market share (share of wallet and new clients) for the GS5 brands in the region.
• You effectively collaborated with Geosolutions brand leadership to develop ambitious yet achievable growth targets and aligned and inspired your team to consistently hit revenue and gross margin targets. 
  o    A significant part of your region’s growth has been driven by annuity sales revenue (software and service)
• You coached and mentored your sales team to deliver a level of value that has result in consistent retention and growth of existing customer accounts as well as acquisition and growth of new clients. 
  o    Our channel partners and customers consistently rate us highly and recommend us to others
• You used your love of numbers and knack for simplifying the complex to structure KPI’s and pipeline dashboards that are easy to interpret, insightful and actionable.

Role dimensions

• Reporting to the Head of Commercial, Americas (Senior Manager – RST & Navstar, ODS)
• Travel: Client visits, user groups, conferences, as needed – approx. 40%

Your qualifications

• 10+ years of civil infrastructure industry experience. Geotechnical specific experience valued.

Education:
•    Bachelor’s degree in engineering (geotechnical, civil or mining), science (geology), or equivalent experience. 
Advanced technical or business degree [an asset].

How you shape and influence others

* Demonstrates courage, models resilience and flexibility
* Possess unquestioned reputation for integrity, ethics, personal values and solid character
* Builds the trust of others  
* Strong stakeholder management, interpersonal and communication skills
* Self-aware and open to feedback 
* Strong attention to detail, with a high level of accuracy, integrity & accountability
* Work effectively across business unit boundaries to develop and align diverse stakeholders 
* High level decision making & problem solving skills
* Self-motivated, well organised and logical, with ability to work under pressure and meet deadlines
* Strong people management and influencing skills
 

What we offer

As part of a truly global company, you will have the ability to grow and learn in a diverse, collaborative culture. We foster relationships and learning through connected global and local teams, promote flexible and diverse career paths and support the development of your knowledge and skills. 

You will be paid a competitive salary, learn from talented individuals across multiple disciplines and be able to thrive in a safe workplace within a collaborative culture. Ignite your career at a place where your distinct potential can find its home.

Compensation 

•    Salary $135,000 - $175,000 CAD
•    +25% (OTE) On Target Earnings Commercial Incentive Plan

(Salary to be determined by the applicant’s experience, knowledge, skills, and abilities, as well as internal equity and alignment with market data.)

Benefits (Full Time Employees)

•    Orica Incentive program (bonus)
•    RRSP matching after one year
•    Company events
•    Extended health care
•    Dental care
•    Vision care
•    Employee assistance program
•    Life insurance
•    Paid time off

We respect and value all

Orica promotes and fosters a culture of inclusion and Equal Opportunity Employment everywhere we operate. We treat our people and applicants with fairness, dignity, and respect, getting the best of everyone’s contributions. All qualified applicants will receive consideration for employment without regard to race, religion, sexual orientation, gender perception or identity, nationality, age, military or veteran, marital or disability status.

Orica is committed to building a diverse and inclusive culture where our people feel engaged, respected, and connected.

We have been made aware that some individuals have received scam emails which include false and invalid offers of employment from Orica.  Please note that Orica will not offer employment to any candidate without first undertaking a formal application and recruitment process.  All candidates are required to actively participate in the recruitment process applicable to the specific role and location where the role is based, prior to any offer of employment being made.