Territory Account 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**:
Field Based Role: West Territory (Calgary or Vancouver)
Position Purpose
The Territory Account Executive is responsible for field execution of strategic priorities within our commercial manufacturing and retail customers portfolios. Accountable for the growth of a portfolio. With a base of commercial account responsibilities this individual will seek to grow their business and geographic territory profitably. The individual will drive awareness through live engagement at our commercial and retail customers derived from account health data analytics, customer insights and smart market planning. This individual will leverage being in the field to seek out new growth opportunities to support total network volume expansion, education of our customers and protection of our assets, while demonstrating our share and re-use model.
Scope
- Commercial manufacturing customer portfolio assigned.
- Territory assigned retail customers.
- Territory field sales execution support for peers across Canada.
- Territory/Region accountability as assigned.
Major/Key Accountabilities
- Support, develop, align, and execute multi-year strategies to drive revenues and gross profits through collaborative business planning.
- Develop contractual agreements for commercial manufacturers.
- Proactively cultivate relationships with customers leveraging the end-to-end channel strategies in the 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 through data analytics.
- Accountable for driving CHEP/BRAMBLES sustainability and environmental social governance (ESG) as a field sales execution brand steward.
- Conduct business reviews with strategic customer leaders and collaborate with support partner(s). Drive adherence to CHEP program best practices within program users for commercial manufacturing and retail customers.
- Identify opportunities to drive optimizations and new business solutions based on commercial and retail customers execution plans.
- Accountable for managing a portfolio pipeline and meeting sales goals.
- Mitigate risks and ensure data accuracy within customer relationship management systems.
- Actively seek customer feedback to support Net Promotor Score (NPS) response rates.
- Commit 45%-65% of his/her time to face to face customer engagements within your territory for commercial manufacturing and retail customers.
- Act as a regional field support agent on national accounts for commercial and retail customers.
- Support other duties, as assigned. (audit, regional site support, sustainability, special strategic projects, cross collaboration initiatives, etc)
Measures
- Volume/Revenue/Profitability
- Customer Net Promoter Scores
- Sales Funnel / Growth KPIs / Value Creation
Authority/ Decision Making
- Volume/Revenue/Profitability
- Customer Net Promoter Scores
- Sales Funnel / Growth KPIs / Value Creation
Key contacts
Internal
Directors all functions
Managers all functions
External
Director and manager levels in logistics, Customer operations, store operations, DC operations, Customer services
**Qualifications**:
Bachelors Degree minimum
5-7 Years Sales and Account Management Experience
Experience
- 5+ years of sales experience
- Proven record of selling in highly complex strategic environments
- Extended work in cross functional matrix oriented internal structures
- Commercial Manufacturing
- Consumer Retail Grocery and Mass Merchandise
Skills and Knowledge
- Working in complex business models, systems and procedures
- Expert knowledge of supply chain
- Knowledge of consumer retail landscape
- Leading in a matrix organization
- Personal relationship building capability
- Negotiating commercial agreements
- Innovative value proposition development
Languages
Essential
English
Desirable
French
Rôle sur le terrain : Territoire de l'Ouest (Calgary ou Vancouver)
Objectif du poste
Responsable de l’exécution sur le terrain des priorités stratégiques dans nos portefeuilles de
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