Territory Account Executive
Territory Account Executive
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Salary Not Disclosed
1 Vacancy
Job Description
CHEP helps move more goods to more people in more places than any other organization on earth via our 347 million pallets crates and containers. We employ approximately 13000 people and operate in 60 countries. Through our pioneering and sustainable share-and-reuse business model the worlds biggest brands trust us to help them transport their goods more efficiently safely and with less environmental impact.
What does that mean for you Youll join an international organization big enough to take you anywhere and small enough to get you there sooner. Youll help change how goods get to market and contribute to global sustainability. Youll be empowered to bring your authentic self to work and be surrounded by diverse and driven professionals. And you can maximize your work-life balance and flexibility through ourHybrid Work Model.
Job Description
Key Responsibilities May Include:
- Manage and develop strategic customer relationships ensuring alignment with CHEPs growth objectives and delivering on revenue and satisfaction targets.
- Collaborate with commercial leadership and internal teams to create and implement strategic account plans focused on growth cost reduction and sustainability.
- Lead contract negotiations and commercial tenders to secure favorable terms while meeting customer and business objectives.
- Conduct regular business reviews with customers to ensure compliance with audit plans and maintain accurate asset management records.
- Monitor account performance metrics including customer satisfaction (NPS) and develop action plans to address areas needing improvement.
- Build and maintain strong networks within customers organizations driving strategic initiatives to enhance supply chain efficiency.
- Identify and secure new business opportunities through proactive networking and leveraging existing customer relationships ensuring a robust sales pipeline.
- Drive revenue retention and expansion by fostering long-term partnerships and managing customer relationships through effective communication and tailored solutions.
Position Purpose
The Account Manager Commercial and Retail Field Sales is responsible for field execution of strategic priorities within our commercial manufacturing and retail customers portfolios. Accountable for the growth of a portfolio. With a base of commercial account responsibilities this individual will seek to grow their business and geographic territory profitably. The individual will drive awareness through live engagement at our commercial and retail customers derived from account health data analytics customer insights and smart market planning. This individual will leverage being in the field to seek out new growth opportunities to support total network volume expansion education of our customers and protection of our assets while demonstrating our share and re-use model.
Scope
- Commercial manufacturing customer portfolio assigned.
- Territory assigned retail customers.
- Territory field sales execution support for peers across Canada.
- Territory/Region accountability as assigned.
Major/Key Accountabilities
- Support develop align and execute multi-year strategies to drive revenues and gross profits through collaborative business planning.
- Develop contractual agreements for commercial manufacturers.
- Proactively cultivate relationships with customers leveraging the end-to-end channel strategies in the commercial manufacturing and retail portfolios.
- Leverages insights to bringing innovative ideas that influence value creation.
- Proactively develop a comprehensive understanding of the customers business and needs through data analytics.
- Accountable for driving CHEP/BRAMBLES sustainability and environmental social governance (ESG) as a field sales execution brand steward.
- Conduct business reviews with strategic customer leaders and collaborate with support partner(s). Drive adherence to CHEP program best practices within program users for commercial manufacturing and retail customers.
- Identify opportunities to drive optimizations and new business solutions based on commercial and retail customers execution plans.
- Accountable for managing a portfolio pipeline and meeting sales goals.
- Mitigate risks and ensure data accuracy within customer relationship management systems.
- Actively seek customer feedback to support Net Promotor Score (NPS) response rates.
- Commit 45%-65% of his/her time in face-to-face customer engagements within your territory for commercial manufacturing and retail customers.
- Act as a regional field support agent on national accounts for commercial and retail customers.
- Support other duties as assigned. (Audit regional site support sustainability special strategic projects cross collaboration initiativesetc.)
Measures
- Volume/Revenue/Profitability
- Customer Net Promoter Scores
- Sales Funnel / Growth KPIs / Value Creation
Authority/ Decision Making
- Volume/Revenue/Profitability
- Customer Net Promoter Scores
- Sales Funnel / Growth KPIs / Value Creation
Key contacts
Internal
Directors all functions
Managers all functions
External
Director and manager levels in logistics Customer operations store operations DC operations Customer services
Qualifications
Bachelors Degree minimum
5-7 Years Sales and Account Management Experience
Desirable Qualifications
Bilingual (French)
Experience
- 5 years of sales experience
- Proven record of selling in highly complex strategic environments
- Extended work in cross functional matrix oriented internal structures
- Commercial Manufacturing
- Consumer Retail Grocery and Mass Merchandise
Skills and Knowledge
- Working in complex business models systems and procedures
- Expert knowledge of supply chain
- Knowledge of consumer retail landscape
- Leading in a matrix organization
- Personal relationship building capability
- Negotiating commercial agreements
- Innovative value proposition development
Objectif du poste
Le charg de compte ventes rgionales commercial et dtail est responsable de lexcution sur le terrain des priorits stratgiques dans nos portefeuilles de clients fabricants commerciaux et dtaillants. Cette personne est responsable de la croissance dun portefeuille. Grce sa base de responsabilits en lien avec les comptes commerciaux le titulaire de ce poste cherchera augmenter la rentabilit de son territoire assign. Cette personne aidera nos clients commerciaux et dtaillants obtenir de linformation au moyen de sances de contact fondes sur lanalyse des donnes sur la sant du compte de renseignements sur les clients et dune planification astucieuse pour le march. Cette personne utilisera sa prsence sur le terrain pour chercher de nouvelles occasions de croissance pour soutenir lexpansion globale des volumes du rseau informer nos clients ainsi que protger nos actifs tout en prsentant notre modle de partage et de rutilisation.
Porte
- Portefeuille de clients fabricants commerciaux assign.
- Clients dtaillants assigns dans le territoire.
- Soutien de lexcution des ventes sur le terrain pour les pairs partout au Canada.
- Responsabilit du territoire ou de la rgion attribu(e).
Principales responsabilits
- Soutenir dvelopper aligner et excuter des stratgies pluriannuelles afin daugmenter les revenus et les profits bruts au moyen de la planification commerciale collaborative.
- laborer des ententes contractuelles pour les clients fabricants commerciaux.
- Dvelopper des relations proactivement avec les clients en tirant parti des stratgies de canal complte dans les portefeuilles des clients fabricants commerciaux et dtaillants.
- Utiliser linformation acquise pour proposer des ides innovatrices ayant une incidence sur la cration de valeur.
- Dvelopper proactivement une comprhension approfondie de lentreprise et des besoins du client au moyen de lanalyse des donnes.
- Responsable de favoriser les objectifs de dveloppement durable et pour les questions environnementales sociales et de gouvernance (ESG) titre de responsable de lexcution des ventes de la marque.
- Mener des examens commerciaux avec la direction des clients stratgiques et collaborer avec les partenaires de soutien. Favoriser le respect des meilleures pratiques du programme de CHEP par les clients fabricants commerciaux et dtaillants.
- Trouver les occasions doptimisation et de nouvelles solutions commerciales fondes sur les plans dexcution des clients commerciaux et dtaillants.
- Responsable de grer un ensemble de portefeuilles et datteindre les objectifs de vente.
- Limiter les risques et veiller lexactitude des donnes dans les systmes de gestion des relations avec la clientle.
- Chercher obtenir activement la rtroaction des clients pour soutenir le taux de rponse au sondage sur le taux de recommandation net (NPS).
- Consacrer 45% 65% du temps communiquer directement avec les clients fabricants commerciaux et dtaillants du territoire.
- Agir titre dagent de soutien rgional sur le terrain pour les comptes nationaux des clients commerciaux et dtaillants.
- Soutenir dautres tches au besoin (audits soutien des tablissements dveloppement durable projets spciaux stratgiques initiatives de collaboration interfonctionnelle etc.)
Indices de mesure
- Volumes/Revenus/Rentabilit
- Taux de recommandation net
- Canal de vente/IRC de croissance/Cration de valeur
Autorit/prise de dcision
- Volumes/Revenus/Rentabilit
- Taux de recommandation net
- Canal de vente/IRC de croissance/Cration de valeur
Personnes-ressources
Internes
Directeurs de toutes les fonctions
Gestionnaires de toutes les fonctions
Externes
Directeurs et gestionnaires dans les secteurs de la logistique des oprations du client des oprations des magasins des oprations des CD du service la clientle
Comptences
Au minimum un baccalaurat
5 7ans dexprience en ventes et en gestion de compte
Comptences souhaitables
Bilingue (Franais)
Exprience
- 5ans ou plus dexprience en vente
- Capacit prouve vendre dans des environnements stratgiques complexes
- Capacit travailler dans des structures internes en matrice interfonctionnelles
- Fabrication commerciale
- piciers dtaillants et marchandisage de masse
Comptences et connaissances
- Capacit travailler dans des modles systmes et procdures commerciaux complexes
- Expertise en matire de chane dapprovisionnement
- Connaissance du secteur de la vente au dtail
- Capacit diriger dans une entreprise en matrice
- Capacit tablir des relations personnelles
- Capacit ngocier des ententes commerciales
- Capacit dvelopper des propositions de valeur innovatrices
Remote Type
Hybrid RemoteSkills to succeed in the role
Account Management Active Learning Adaptability Business Acumen Business Development Collaborative Development Contract Management Cross-Functional Work Curiosity Customer Satisfaction Digital Literacy Emotional Intelligence Empathy Initiative Marketing Insights Negotiation Problem Solving Prospecting Relationship Management Revenue Growth Strategic Selling Value PropositionsWe are an Equal Opportunity Employer and we are committed to developing a diverse workforce in which everyone is treated fairly with respect and has the opportunity to contribute to business success while realizing his or her potential. This means harnessing the unique skills and experience that each individual brings and we do not discriminate against any employee or applicant for employment because of race color sex age national origin religion sexual orientation gender identity status as a veteran and basis of disability or any other federal state or local protected class.
Individuals fraudulently misrepresenting themselves as Brambles or CHEP representatives have scheduled interviews and offered fraudulent employment opportunities with the intent to commit identity theft or solicit money. Brambles and CHEP never conduct interviews via online chat or request money as a term of employment. If you have a question as to the legitimacy of an interview or job offer please contact us at
Required Experience:
IC
Employment Type
Full-Time
