Account Executive

4 weeks ago

Calgary, Alberta, Canada CHEP Full time

Rôle sur le terrain : Territoire Ouest

Objectif du poste

L'Account Executive pour le territoire est chargé de l'exécution sur le terrain des priorités stratégiques au sein de nos portefeuilles de clients en fabrication commerciale et de vente au détail. Responsable de la croissance d'un portefeuille, cette personne cherchera à développer son activité et son territoire géographique de manière rentable. L'individu fera connaître nos services par des engagements directs avec nos clients commerciaux et de vente au détail, basés sur des analyses de données sur la santé des comptes, des insights clients et une planification de marché intelligente.

Portée

  • Portefeuille de clients en fabrication commerciale assigné.
  • Clients de vente au détail assignés dans le territoire.
  • Soutien à l'exécution des ventes sur le terrain pour les pairs à travers le Canada.
  • Responsabilité du territoire/région assignée.

Principales responsabilités

  • Supporter, développer, aligner et exécuter des stratégies pluriannuelles pour générer des revenus et des bénéfices bruts grâce à une planification commerciale collaborative.
  • Élaborer des accords contractuels pour les fabricants commerciaux.
  • Cultiver proactivement des relations avec les clients en utilisant des stratégies de canal de bout en bout dans les portefeuilles de fabrication commerciale et de vente au détail.
  • Utiliser des insights pour apporter des idées innovantes qui influencent la création de valeur.
  • Développer une compréhension approfondie des besoins et des activités des clients grâce à l'analyse de données.
  • Être responsable de la promotion de la durabilité et de la gouvernance sociale et environnementale (ESG) de CHEP/BRAMBLES en tant que steward de l'exécution des ventes sur le terrain.
  • Réaliser des revues commerciales avec les leaders des clients stratégiques et collaborer avec les partenaires de soutien. Assurer l'adhésion aux meilleures pratiques des programmes CHEP au sein des utilisateurs de programmes pour les clients en fabrication commerciale et de vente au détail.
  • Identifier des opportunités pour optimiser et développer de nouvelles solutions commerciales basées sur les plans d'exécution des clients commerciaux et de vente au détail.
  • Gérer un pipeline de portefeuille et atteindre les objectifs de vente.
  • Atténuer les risques et garantir l'exactitude des données dans les systèmes de gestion de la relation client.
  • Rechercher activement les retours des clients pour soutenir les taux de réponse au Net Promoter Score (NPS).
  • Consacrer 45 % à 65 % de son temps à des engagements directs avec les clients dans son territoire pour les clients en fabrication commerciale et de vente au détail.
  • Agir en tant qu'agent de soutien sur le terrain pour les comptes nationaux des clients commerciaux et de vente au détail.
  • Supporter d'autres tâches, selon les besoins. (audit, soutien régional, durabilité, projets stratégiques spéciaux, initiatives de collaboration croisée, etc.)

Mesures de performance

  • Volume/Revenus/Rentabilité
  • Scores Net Promoter des clients
  • Entonnoir de ventes / Indicateurs de croissance / Création de valeur

Autorité / Prise de décision

  • Volume/Revenus/Rentabilité
  • Scores Net Promoter des clients
  • Entonnoir de ventes / Indicateurs de croissance / Création de valeur

Contacts clés

Interne

Directeurs de toutes les fonctions

Managers de toutes les fonctions

Externe

Niveaux de directeurs et de managers dans la logistique, les opérations clients, les opérations en magasin, les opérations DC, les services clients

Qualifications

Minimum de diplôme de baccalauréat

5 à 7 ans d'expérience en vente et gestion de comptes

Expérience

  • Plus de 5 ans d'expérience en vente
  • Antécédents prouvés de vente dans des environnements stratégiques complexes
  • Expérience prolongée dans des structures internes matricielles fonctionnelles croisées
  • Fabrication commerciale
  • Vente au détail de consommation et grande distribution

Compétences et connaissances

  • Travail dans des modèles commerciaux complexes, systèmes et procédures
  • Connaissance experte de la chaîne d'approvisionnement
  • Connaissance du paysage de la vente au détail de consommation
  • Leadership dans une organisation matricielle
  • Capacité à établir des relations personnelles
  • Négociation d'accords commerciaux
  • Développement de propositions de valeur innovantes

Langues

Essentiel

Anglais

Désirable

Français

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