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Business Development Executive
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Field Based Role: West Territory - Calgary (Alberta) or Vancouver (British Columbia)Position PurposeThe Business Development Executive will drive our sustainable supply chain solutions into new markets and industries within a defined territory. They will be responsible for developing and executing strategic sales initiatives, cultivating relationships with key stakeholders, and expanding our client base with new customers and markets. This role requires a deep understanding of supply chain dynamics, and proven expertise in consultative sales, coupled with knowledge of sustainability principles.Scope48x40 Growth in New Channels, Competitive market share achievement (Vs. other poolers), converting non-pooling to pooling (WW, Own pool, Beer, Dairy, Pharma) withinExecuting strategy for unlocking new market segments currently serviced via non-pooled applicationsWork with Retailers to drive advocacy of pooling across the assigned Region.Major/Key AccountabilitiesDrive volume: With a restless curiosity, aggressively works to identify, target and apply our value proposition by considering external context and customer requirements in order to solve stakeholder pain.Executes the Sales plan within their defined territory to meet and exceed organizational volume and revenue objectives.Execute New Market Strategy to ensure pooling becomes the solution of choice in markets and segments that CHEP does not currently operate withinBuilds Relationships: creates new and meaningful customer partnerships and able to quickly develop report amongst C-Suite executives.Uses customer information to enhance and generate new solutions.Work with Product and Market Development, NA Marketing and Commercial teams to partner on where to “hunt” and how to drive new business valueWork with Retailers and Manufacturers to solve common challenge areas that allow CHEP to increase its trust and mindshare within the marketplace.Drive value added service solutions that go above and beyond the traditional pooled pallet space in order to generate net new revenue gains for CHEP Canada.Support Commercial Teams (Retail / Manufacturer) as a subject matter expert (SME) in opportunity development and closure.Significant cold calling in order to fill your sales funnel. Track all interactions with prospects in our CRM (Salesforce). Own Sales Funnel and ensure healthy pipeline across all areas (Universe, Top, in, Best Few, Closed).Be active in trade by investing significant time in industry events and networking in those non-traditional spaces where CHEP seeks to achieve mindshare, and new collaborations.Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG).Perform other duties, as assigned.MeasuresVolume/Revenue/ProfitabilityNew Wins by Existing Markets / New MarketsSales Funnel / Growth KPIsCustomer VisitsAuthority/ Decision MakingVolume/Revenue/ProfitabilitySales Funnel / Growth KPIs / Value CreationKey contactsInternalDirectors all functionsManagers all functionsExternalC-Suite and Director levels in logistics, operations, supply chain, sustainability customer services, sales & marketingQualificationsBachelors Degree minimumEssential Qualifications3-5 Years Sales and Business Development ExperienceExperience3-5 years of sales experience in a FMCG and retail. Preference to experience within complex selling to (Beer, Wine & Spirits, Dairy, and Pharma)Proven record of selling in highly complex strategic environmentsExtended experience in cross functional matrix oriented internal structuresExperience with ESG, Sustainability, and SCOPE 3 in CanadaExperience in supply chain and operationsSkills and KnowledgeStrong Business Acumen, and drive for resultsExpert knowledge of supply chain and sustainability fundamentalsPersonal relationship building capabilityNegotiating large complex agreementsInnovative value proposition developmentProficiency in CRM software (Salesforce) and other sales productivity tools.LanguagesEssential: English
