Director, Business Development

2 weeks ago

Mississauga, Canada CHEP USA Full time

The Director, Business Development for Canada will drive our sustainable supply chain solutions into new markets and industries. 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. This Leader will utilize Brambles Digital investment to unlock and accelerate growth with our pooled assets and digital solutions. Leading a team of Business Development Executives across Canada they are ultimately responsible for ensuring CHEP Canada reaches its 4 Year plan growth ambitions.

**Scope**
- National Coverage of New Business Development across both Manufacturer and Retailer Spaces to propel CHEP’s value proposition in Driving 15M of New Issue Volume throughout the 4-year plan.
- 48x40 Growth in New Channels, Competitive market share achievement (Vs. other poolers), converting non-pooling to pooling (WW, Own pool, Beer, Dairy, Pharma).
- Work with Retailers to drive advocacy of pooling across the Canadian Marketplace.

**Major/Key Accountabilities**
- Direct, coach, and guide a team of Regional Business Development Executives who are driving net new volumes and revenue targets within their regions and segments.
- Hire, develop and retain an effective team to meet internal and external business objectives regardless of hurdles and obstacles.
- Work with Product Development, NA Marketing and Commercial teams to partner on where to “hunt” and how to drive new business value.
- Work with Retailers and Manufacturers to solve significant mutual challenges that allow CHEP to increase its trust and mindshare within the marketplace.
- Sales Performance Tracking and Reporting: Implement robust sales tracking systems to monitor performance metrics, track progress against targets, and generate timely and accurate sales reports. Use data-driven insights to continuously optimize sales strategies and improve outcomes and drive the right incentives across the team.
- Embed Digital insights generated by S+, Continuous and Targeted Diagnostics (and any other digital capability) to enable accelerated growth and facilitate our digital capabilities as a revenue generator.
- 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.
- Align our Non-Cooperative Distributor strategy with our Asset Management function to ensure that we are identifying and correcting misuse of CHEP assets in the Canadian Marketplace and driving new revenue / asset control through this channel.
- Build and direct a Channel Strategy for 3rd Party Warehouses, ensuring that CHEP is the provider of choice across this industry channel and touch point.
- Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG).
- Build networks by being extremely 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 (FHCP, CITT, Dairy Processors Association, Beer Canada).
- Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.
- Perform other duties, as assigned.

**Measures**
- Volume/Revenue/Profitability against 4-year plan
- New Wins by Existing Markets / New Markets / Channels
- Sales Funnel / Growth KPIs

**Authority/ Decision Making**
- Volume/Revenue/Profitability
- Sales Funnel / Growth KPIs / Value Creation

**Key contacts**
- Directors all functions
- Managers all functions
- External C-Suite and Director levels in logistics, operations, supply chain, sustainability customer services, sales & marketing

**Qualifications**
- Bachelor's Degree minimum
- 5-7 Years Sales and Account Management Experience
- Desirable Qualifications: Bilingual (French)

**Experience**
- 7+ years of sales experience in a FMCG and retail, 3rd party logistics. Preference to experience within complex selling to (Beer, Wine & Spirits, Dairy, and Pharma)
- Track record in Building and Deploying a successful hunter sales organization
- Proven record of selling in highly complex strategic environments
- Extended experience in cross functional matrix oriented internal structures
- Experience with ESG, Sustainability, and SCOPE 3 in Canada
- Experience building strong organizational cultures with high performing teams.
- Experience in supply chain and operations

**Skills and Knowledge**
- 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 per

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