Commercial Manager

Process and pursuit ownership

• Own RFQ and RFP intake through outcome capture, including tier routing rules, service levels, and escalation paths.
• Manage capacity, workload allocation, and backlog to meet response service levels.
• Maintain the capability's process, documentation, and data-flow model in Blue Dolphin.
• Enforce bid/no-bid qualification and lead Gate 1, 2, and 3 reviews for RFP pursuits and Tier 3 bids.

Pricing and commercialization

• Develop segmented pricing guidance and enforce price floors and delegated authority; investigate margin leakage.
• Improve competitive bid cost position with Supplier and Brand Management through special pricing agreements and volume aggregation.
• Build activity-based cost-to-serve models and customer value cases, then set service pricing within the cost-to-value corridor.
• Design multi-year agreement structures covering terms, escalation, pass-throughs, rebates, gainshare, performance, scope changes, and exit provisions.

Proposals, intelligence, and leadership

• Maintain an evidence-backed proposal content library, ensure tender compliance, and run colour-team reviews for significant pursuits.
• Own win/loss data, pursue customer debriefs, and deliver monthly commercial reviews and quarterly competitive landscape briefings.
• Lead and develop the bid desk team, maintain internal service levels, and drive the technology and automation roadmap with IT.
• Hand over won contracts to delivery and order management; track realized revenue and margin against quoted results.

Performance measures

Education and experience

• Bachelor's degree in business, engineering, supply chain, or a related discipline; an MBA or equivalent is an asset but does not replace distribution experience.
• At least seven years in commercial, pricing, bid management, contract, or business development roles, including at least three years in leadership or process ownership.
• Own a bid or proposal function in industrial distribution, MRO, manufacturing, engineered products, or industrial services; demonstrate multi-year product-and-service agreement wins.
• Hands-on cost modelling and pricing decisions, ERP-based quoting experience and improvement, and measurable commercial outcome improvement are required.

Credentials and preferred experience

• Professional certification in one or more of APMP, pricing management, CPSM/SCMP, Lean Six Sigma, or PMP; obtaining APMP within the first year is expected if not already held.
• Preferred: familiarity with bearings, mechanical power transmission, motors and drives, fluid power, or adjacent industrial products.
• Preferred: public-sector, mining, utility, or large-enterprise tender experience; value-based or gainshare pricing; or pricing/CPQ implementation.
• Bilingual English/French is preferred.

Technical skills

• Advanced financial modelling, including margin architecture, activity-based cost-to-serve, multi-year contract economics, and sensitivity analysis.
• Ability to interrogate large item and transaction datasets, build BI dashboards, and model and improve processes.
• ERP and CRM competence; NetSuite and HubSpot are ideal. Practical fluency with AI-assisted document handling, matching, and drafting is expected alongside sound judgment.