Bilingual Business Development Executive
5 months ago
CHEP helps move more goods to more people, in more places than any other organization on earth via our 300 million pallets, crates and containers. We employ 11,000 people and operate in more than 55 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**:
Rôle sur le terrain : Territoire de l'Est (Montréal)
Objectif du poste
Le chef du développement commercial favorise la mise en œuvre de nos solutions de chaîne d’approvisionnement durables dans de nouveaux marchés et de nouvelles industries dans un territoire défini. Le titulaire de ce poste est responsable de développer et de mettre en œuvre des initiatives de vente stratégiques, de renforcer les relations avec les intervenants et de faire grandir notre base de clients en intégrant de nouveaux clients et marchés. Le titulaire de ce poste doit bien comprendre les dynamiques des chaînes d’approvisionnement et avoir une expertise éprouvée en vente-conseil en plus de connaître les principes de développement durable.
Portée
- Croissance du segment 48x40 dans de nouveaux canaux, gains de parts de marchés compétitives (c. d’autres entreprises de mise en commun), conversion de clients vers la mise en commun (WW, propre bassin, bière, produits laitiers, produits pharmaceutiques).
- Exécuter la stratégie pour percer de nouveaux segments du marché actuellement desservis avec des solutions autres que la mise en commun.
- Travailler avec les détaillants pour faire la promotion de la mise en commun dans la région assignée.
Principales responsabilités
- Augmenter les volumes : Avec un esprit de recherche et de découverte, travailler activement à identifier, à cibler et à appliquer notre proposition de valeur en évaluant le contexte et les exigences du client afin d’éliminer les irritants pour les intervenants.
- Exécuter le plan de vente dans le territoire défini afin d’atteindre les objectifs de volumes et de revenus de l’entreprise et de les surpasser.
- Exécuter la stratégie relative aux nouveaux marchés pour veiller à ce que la mise en commun devienne la solution de prédilection dans les marchés et segments où CHEP n’a pas de présence actuellement.
- Établir des relations : Créer de nouveaux partenariats pertinents avec les clients et être en mesure d’établir des liens rapidement avec les cadres de niveau C.
- Utiliser l’information sur le client pour améliorer les solutions et en créer de nouvelles.
- Travailler avec les équipes du développement de produits et des marchés, du marketing nord-américain et commerciales pour déterminer où chercher et comment créer de la nouvelle valeur pour l’entreprise.
- Travailler avec les détaillants et les fabricants pour résoudre les problèmes mutuels courants et permettre à CHEP d’améliorer la confiance et sa présence dans le marché.
- Créer des solutions de service à valeur ajoutée qui vont au-delà de l’environnement de mise en commun des palettes pour générer de nouveaux revenus pour CHEP Canada.
- Soutenir les équipes commerciales (détaillants/fabricants) à titre d’expert technique en matière de développement et de conclusion d’occasions.
- Effectuer suffisamment de sollicitation au hasard pour combler le bassin de vente. Faire le suivi de toutes les interactions avec les clients potentiels dans notre système de gestion des relations avec la clientèle (Salesforce). Être responsable de son bassin de vente et veiller à ce qu’un bon nombre de clients potentiels soient présents à toutes les étapes (Univers, choix, entré, finalistes, conclusion).
- Être actif dans le secteur en consacrant beaucoup de temps aux événements dans l’industrie, en faisant du réseautage dans les espaces non traditionnels où CHEP cherche à établir sa présence et en cherchant à établir de nouvelles collaborations.
- Être un ambassadeur des valeurs principales de développement durable de CHEP Canada en lien avec les questions d’environnement, sociales et de gouvernance (ESG).
- Effectuer d’autres tâches assignées au besoin.
Indices de mesure
- Volumes/Revenus/Rentabilité
- Nouveaux contrats conclus dans les marchés existants/nouveaux marchés
- Canal de vente/IRC de croissance
- Visites des clients
Autorité/prise de décision
- Volumes/Revenus/Rentabilité
- Canal de vente/IRC de croissance/Création de vale
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