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 13,000 people and operate in 60 countries. Through our pioneering and sustainable share-and-reuse business model, the world’s biggest brands trust us to help them transport their goods more efficiently, safely and with less environmental impact.
What does that mean for you? You’ll join an international organization big enough to take you anywhere, and small enough to get you there sooner. You’ll help change how goods get to market and contribute to global sustainability. You’ll 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 our Hybrid Work Model.
Job Description
The National Account Executive is a strategic sales leader driving growth with our top 60 national customers. This role partners with senior and C‑suite leaders to deliver multi‑year revenue growth through collaborative business planning, innovative value creation, and complex commercial agreements - while strengthening customer experience and advancing sustainability goals
Key Responsibilities May Include:
- Manage relationships with major customers, ensuring alignment with CHEP’s strategic goals and delivering revenue growth while achieving customer satisfaction targets.
- Collaborate with senior leadership and internal teams to create and implement strategic account plans, with a focus on identifying growth opportunities, optimizing costs, and promoting sustainability.
- Lead high-level negotiations and commercial tenders, securing favorable terms that meet both business objectives and customer expectations.
- Identify and capitalize on new business opportunities, driving incremental revenue and expanding CHEP’s market presence within your portfolio.
- Conduct regular business reviews and audits with customers, ensuring compliance with CHEP’s annual audit plan and maintaining accurate asset management records.
- Monitor and assess account performance metrics such as NPS and customer satisfaction, developing and executing action plans to address areas for improvement.
- Build and sustain relationships with stakeholders at all levels within customer organizations, driving strategic initiatives and improving supply chain efficiencies.
- Lead cross-functional teams to deliver innovative, value-added services and solutions that meet customer needs and promote mutual growth.
Responsible for the Sales, Customer Experience, and strategic collaborative business planning:
- Develop, align and execute multi-year strategies to drive revenues and gross profits through collaborative business planning.
- Develop contractual agreements and strategic commercial terms.
- Proactively cultivates relationships with customers leveraging the end-to-end channel strategies within our commercial manufacturing and retail portfolios.
- Leverages insights to bringing innovative ideas that influence value creation.
- Proactively develop a comprehensive understanding of the customer's business and needs. Conduct business review with strategic leaders and ensure internal support partners are reviewing site KPI’s with customer outlets.
- Identifies opportunities to drive optimizations and new business solutions based on customers' priorities.
- Positions oneself as a thought leader and trusted advisor to executive-level business decision makers.
- Accountable for managing a portfolio pipeline. Meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring data accuracy within customer relationship management systems.
- Actively seeks customer feedback regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining high levels of customer satisfaction.
- Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.
- Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG)
- Act as Subject Matter Expert (SME) support business process that support organization growth
- Collaborate with internal partners on end to end value chain synergies to drive total system growth within retail and commercial manufacturing.
- Perform other duties, as assigned.
- Volume/Revenue/Profitability
- Customer Net Promoter Scores
- Sales Funnel / Growth KPIs / Value Creation
- Volume/Revenue/Profitability
- Customer Net Promoter Scores
- Sales Funnel / Growth KPIs / Value Creation
Qualifications
- Bachelors Degree minimum
- 5-7 Years Sales and Account Management Experience
Desirable Qualifications
Experience
- 5+ years of sales experience
- Proven record of selling in highly complex strategic environments
- Extended work in cross functional matrix oriented internal structures
- Working in complex business models, systems and procedures
- Expert knowledge of supply chain
- Leading in a matrix organization
- Personal relationship building capability
- Negotiating large complex agreements
- Innovative value proposition development
- Excellence in team building and personal development
- Environment Social Governance and Sustainability training
- Knowledge of retail supply and sales operations
- Knowledge of commercial manufacturing
Objectif du poste
Le chargé de compte national est responsable de diriger et de gérer le développement des relations stratégiques avec nos 50 clients nationaux les plus importants. Il est responsable d’augmenter la valeur au moyen de solutions de planification commerciale collaborative afin d’influencer les décideurs-cadres des clients.
Portée
Responsable des ventes, de l’expérience client et de la planification commerciale collaborative stratégique:
Principales responsabilités
- Développer, aligner et exécuter des stratégies pluriannuelles afin d’augmenter les revenus et les profits bruts au moyen de la planification commerciale collaborative.
- Élaborer des ententes contractuelles et des modalités commerciales stratégiques.
- Établir proactivement des relations avec les clients en tirant parti des stratégies de canal complètes.
- Utiliser l’information acquise pour proposer des idées innovatrices ayant une incidence sur la création de valeur.
- Développer proactivement une compréhension approfondie de l’entreprise et des besoins du client. Réaliser des examens commerciaux avec les leaders stratégiques et veiller à ce que les partenaires de soutien à l’interne passent en revue les IRC de l’établissement avec le client.
- Trouver les occasions d’optimisation et de nouvelles solutions commerciales fondées sur les priorités du client.
- Se positionner comme un leader visionnaire et un conseiller de confiance pour les décideurs-cadres.
- Responsable de gérer un ensemble de portefeuilles. Atteindre les objectifs de vente en passant en revue les prévisions, en évaluant et en mitigeant les risques et en veillant à l’exactitude des données dans les systèmes de gestion des relations avec la clientèle.
- Chercher activement à obtenir la rétroaction des clients sur les façons de trouver et de comprendre les facteurs de satisfaction et d’insatisfaction. Contribuer à la création de stratégies à long terme visant à maintenir des niveaux élevés de satisfaction chez la clientèle.
- Démontrer une grande connaissance de l’industrie, des tendances actuelles et des dynamiques du marché ainsi que du paysage concurrentiel.
- Être un ambassadeur des valeurs principales de développement durable de CHEP Canada en lien avec les questions d’environnement, sociales et de gouvernance (ESG).
- Agir à titre d’expert technique au sujet des processus commerciaux visant à soutenir la croissance organisationnelle.
- Collaborer avec les partenaires détaillants pour créer des synergies tout au long de la chaîne d’approvisionnement afin de favoriser une croissance du système dans son ensemble.
- Effectuer d’autres tâches assignées au besoin.
Indices de mesure
- Volumes/Revenus/Rentabilité
- Taux de recommandation net
- Canal de vente/IRC de croissance/Création de valeur
Autorité/prise de décision
- Volumes/Revenus/Rentabilité
- Taux de recommandation net
- Canal de vente/IRC de croissance/Création de valeur
Principaux contacts
clientèle, en vente et en marketing
Qualifications
- Au minimum un baccalauréat
- 5 à 7 ans d’expérience en ventes et en gestion de compte
Compétences souhaitables
Expérience
- 5 ans ou plus d’expérience en vente
- Capacité éprouvée à vendre dans des environnements stratégiques complexes
- Capacité à travailler dans des structures internes en matrice interfonctionnelles
Compétences et connaissances
- Capacité à travailler dans des modèles, systèmes et procédures commerciaux complexes
- Expertise en matière de chaîne d’approvisionnement
- Capacité à diriger dans une entreprise en matrice
- Capacité à établir des relations personnelles
- Capacité à négocier des ententes importantes et complexes
- Capacité à développer des propositions de valeur innovatrices
- Excellente capacité à bâtir des équipes et à développer le personnel
- Formation sur les questions environnementales, sociales et de gouvernance ainsi que sur le développement durable
Base pay range is $105,000- $130,000 annually
Salary ranges provided take into account a wide variety of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications, geographic differentials and other business and organizational needs. Therefore, actual amounts offered may be higher or lower than the range provided. If you have questions, please speak to your Talent Acquisition Partner about the flexibility and detail of our compensation philosophy.
Depending on the position offered, other forms of compensation may be part of a total offering beyond medical & retirement benefits and may include other monetary incentives or business benefits.
La rémunération de base se situe entre $105,000 et $130,000 par an.
Les fourchettes salariales indiquées tiennent compte de nombreux facteurs, notamment les compétences, l'expérience et la formation, les permis et certifications, les différences de localisation géographique et les besoins de l'entreprise. Par conséquent, le montant proposé peut être supérieur ou inférieur à la fourchette indiquée. Pour toute question concernant la flexibilité et les détails de notre politique de rémunération, veuillez contacter votre responsable du recrutement.
Selon le poste offert, d'autres formes de rémunération peuvent être incluses dans l'offre globale, en plus des avantages sociaux (assurance maladie et retraite), et peuvent comprendre des primes ou des avantages liés à l'activité.
Remote Type
Hybrid Remote
Skills to succeed in the role
Account Management, Adaptability, Building Rapport, Commercial Sustainability, Customer Experience (CX), Customer Partnerships, Data Storytelling, Digital Customer Solutions (Dcs), Empathy, Experimenting, Negotiation, Our Business, Relationship Management, Sales Communications, Taking Ownership, Teamwork, Understand Customers, Value Propositions
We 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 recruitment@brambles.com.
