Manager, Commercial & Contracts - Autonomous Systems

The Company

Job Purpose

The Manager, Commercial & Contracts wins, maintains, and expands productive customer relationships collaboratively with the assigned owned and non-owned Komatsu mining equipment distributors (DBs). Assigned to DBs based on geography or market, the Manager, Commercial & Contracts is responsible for achieving sales, profitability, DB development objectives, and managing contracts and agreements in support of the Autonomous Systems business.

Reporting to the Manager, Business Development – Autonomous Systems, the Manager, Commercial & Contracts – Autonomous Systems represents Komatsu’s growing range of class-leading solutions including its FrontRunner Autonomous Haulage System (AHS). The Manager, Commercial & Contracts is a key interface between the Mining Technology Solutions – Autonomous Systems team, the Komatsu OEMs comprising its autonomous systems, the Komatsu DBs, and the end-user customers.

Travel Requirements

• Up to 50%

Job Duties and Responsibilities

Commercial Responsibilities

• Establishes productive, professional relationships with key personnel in the assigned DBs.
• Coordinates the involvement of key personnel including Autonomous Systems’ sales, product management, support, training, and executive management to meet DB performance objectives and expectations.
• Meets mutually agreed targets for profitable sales volume and margins, and ensures alignment of strategic objectives for the assigned DBs.
• Regularly updates rolling sales forecasts for revenue and supply chain forecasting.
• Proactively leads a joint DB planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive DB relationship.
• Proactively assesses, clarifies, and validates partner needs on an on-going basis.
• Sells through the Komatsu DB organizations to end-user customers in coordination with DB sales resources.
• Assists the DB in the preparation and presentation of sales presentations, feasibility studies, proposals, and responses to RFIs, RFQs, and RFPs.
• Leads solution development efforts that best address end-user customer needs, while coordinating the involvement of all necessary internal and DB personnel.
• Drives adoption of Corporate-established programs including sales and training methodologies among the assigned DBs.
• Monitors market trends in the assigned DB markets or geographies and advises management future market needs or requirements.

Contracts Responsibilities:

• Drafts and reviews contracts, and makes recommendations on modification, improvement, or negotiating position to senior management and various Komatsu legal organizations for their consideration.
• Manages the contracts process between the regional Komatsu dealers and distributors and various Komatsu OEM entities relating to the Autonomous Systems business.
• Establishes and maintains a library of contracts pertaining to the Autonomous Systems business to include license agreements, support and services agreements, and NDAs.
• Administering and managing contracts, as well as overseeing the process by which contracts are consolidated, created, and executed.
   

Required Skills

• Bachelor’s degree in engineering or business preferred with a minimum 5 or more years sales management experience in large capital equipment, infrastructure, or IT solutions.
• Demonstrated leadership skills and prior experience managing and coaching remote teams.
• Effective communicator with an ability to comfortably speak in front of groups to deliver sales presentations, and sales training.
• Ability to travel internationally and domestically more than 50% of the time. Flexibility to travel on short notice an advantage.
• Must be flexible, adaptable, and highly motivated with a continuous improvement mindset.
• Proficiency in business tools including Microsoft 365 and Salesforce.

Desired Skills

• Demonstrates a professional approach in communications with Komatsu distributors and customers 
• Promotes ongoing communications with distributors and customers 
• Presents a professional image to all distributors and customers 
• Writes correspondence that is clear and concise 
•  Exhibits well-developed interpersonal skills to assess distributor and customer needs and to gather necessary information and data 
• Keeps in touch with distributors and customers regularly and is responsive to their needs 
• Demonstrates the ability to listen effectively 
• Works cooperatively with the distributor to uncover customer problems and develop those needs solutions that best meet those needs 
• Presents solutions in a high impact manner, avoiding "feature dumps" 

What are the benefits of being a part of Modular?

We believe strongly in a healthy work/life balance and we love to brag about all the great things are members enjoy; like comprehensive health and benefit packages, tuition reimbursement, RRSP contributions with company match, flexible scheduling options and, of course, an excellent vacation policy. We are a global organization with a reputation for having premier people building premier products, we offer competitive compensation packages and a culture that thrives off creativity, collaboration and teamwork.

Mine Smarter.