Commercial Account Manager
3 weeks 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**:
Position Purpose
Manage a territory of Tier 1 and 2 Customers delivering consistent and exceptional value in the eyes of our customers. Improve our customer satisfaction & loyalty within assigned territory as measured through annual NPS scores. Protect and grow territory, escalating any competitive threats to Management Team.
Major/Key Accountabilities
Daily Tasks:
- Introduce to existing customers new products and services, latest CHEP technologies, policies and procedures.
- Ensure that Business reviews are provided via face-to-face meetings with customers. Review account KPIs with senior customer contacts. Visit customers as needed.
- Maintain customer contact to 100% of the territory at least 4 times per annum.
- Ensure that annual audits at customer locations are completed in accordance with the Brambles audit policy, and collect any resulting lost equipment fees.
- Own the Brambles narrative (Zero Waste World).
- Transportation orchestration
- Eradicate empty miles
- Eliminate waste
- Support CHEP’s corporate social responsibility initiatives by participating in volunteer events, and implement joint sustainability initiatives with customers where possible.
- Educating the customers on best practices (consultative approach). Continue to improve processes and business for the benefit of the stakeholders.
Revenue stream:
- Focus on growth strategy supporting growth initiatives around the 48x40 core business as well as Store Fulfilment.
- Secure paid asset tracking or digital service engagements between CHEP customers and BXB digital.
- Responsible for ensuring customer retention within an assigned territory.
- Responsible for meeting target NPS survey response rates and scores.
- Complete and own joint customer business plans and ensure execution that will help grow and sustain existing business.
- Responsible for revenue increase targets through lane expansion, supplier integration, pricing analysis and rate adjustments.
- Responsible for sales growth within the existing manufacturer territory (new business, lane expansion, competition conversions, supplier integration).
- Responsible for budgeting revenue growth within an existing territory.
- Seek payment for unpaid invoices from customers.
- Leverage hunting practices, industry/market analysis, internal communication, external promotions and constant in-depth customer analysis to uncover revenue opportunities.
**Qualifications**:
- Education: Bachelor's degree or College Diploma
- Training: Advanced negotiation skills, sales/service management.
Experience
- 3-5 years of Sales experience in a service company
- Worked with financial measures and Key Performance Indicators
- Worked successfully in a matrix structure
- Key customer account relationship management experience a must
- Ability to drive quality resulting in greater and sustainable customer satisfaction
- Expertise in eliminating the waste in business processes by using six sigma / lean tools
- Strategic continuous improvement by creating a culture
- New business development
Skills and Knowledge
- Strategic: Understanding the Business, Problem Solving and Creativity
- Operating: Excellent Planning, Priority Setting, Monitor and Measuring Work
- Organizational: Organizational Agility, Communicating Effectively, Career Ambition
- Personal and Interpersonal: Customer Focus, Team Collaboration, Integrity, Trust
- Courage: Dealing with Trouble, Standing Alone, Command Skills
- Energy and Drive: Action Oriented, Passion for Success and Drive for Results
- Others: Computer: Microsoft Office, excellent listener, energetic leader, relationship builder, team leader and player, strategic thinker, excellent communicator, versatile
Languages
- Required - English
- Desirable - French
Fonctions du poste
Gérer un territoire de clients de niveau 1 et 2 tout en offrant une valeur exceptionnelle et constante aux yeux des clients. Améliorer la satisfaction et la fidélité de la clientèle dans le territoire désigné tel que mesuré durant le NPS annuel. Protéger et faire croître son territoire, transmettre toute menace de la concu
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