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Account Executive for Territory Management

2 months ago

Calgary, Alberta, Canada CHEP Full time

Role Overview:

As an Account Executive focused on territory management, you will play a pivotal role in executing strategic initiatives across our commercial manufacturing and retail customer segments. Your primary responsibility will be to enhance the growth of your assigned portfolio while ensuring profitability within your geographic area.

Key Responsibilities:

  • Drive and implement multi-year strategies aimed at increasing revenue and gross profit through collaborative business planning.
  • Establish and negotiate contractual agreements with commercial manufacturers.
  • Build and nurture relationships with customers by utilizing comprehensive channel strategies within the commercial manufacturing and retail sectors.
  • Utilize insights to propose innovative solutions that foster value creation.
  • Develop a thorough understanding of customer needs and business operations through data analytics.
  • Champion sustainability and environmental social governance (ESG) initiatives as a representative of the brand.
  • Conduct regular business reviews with key customer leaders and collaborate with internal partners to ensure adherence to best practices.
  • Identify opportunities for optimization and new business solutions based on execution plans for commercial and retail customers.
  • Manage a portfolio pipeline effectively to meet established sales targets.
  • Ensure data accuracy and mitigate risks within customer relationship management systems.
  • Actively seek customer feedback to enhance Net Promoter Score (NPS) outcomes.
  • Dedicate a significant portion of your time to face-to-face engagements with customers within your territory.
  • Support national accounts as a regional field representative for commercial and retail customers.
  • Assist with additional responsibilities as needed, including audits, regional support, sustainability initiatives, and cross-collaboration projects.

Performance Metrics:

  • Volume, Revenue, and Profitability
  • Customer Net Promoter Scores
  • Sales Funnel and Growth KPIs

Decision-Making Authority:

  • Volume, Revenue, and Profitability
  • Customer Net Promoter Scores
  • Sales Funnel and Growth KPIs

Key Contacts:

Internal: Directors and Managers across all functions

External: Directors and Managers in logistics, customer operations, store operations, and customer services

Qualifications:

A minimum of a Bachelor's Degree is required, along with 5-7 years of experience in Sales and Account Management.

Experience:

  • 5+ years of sales experience in complex strategic environments
  • Experience in cross-functional matrix organizations
  • Background in Commercial Manufacturing and Consumer Retail Grocery

Skills and Knowledge:

  • Ability to navigate complex business models and systems
  • Expertise in supply chain management
  • Understanding of the consumer retail landscape
  • Proficient in leading within a matrix organization
  • Strong relationship-building skills
  • Negotiation skills for commercial agreements
  • Capability to develop innovative value propositions

Language Requirements:

Essential: English

Desirable: French