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Head of Commercial Development

2 months ago

Vancouver, British Columbia, Canada Brambles Full time

About the Role

The Senior Manager, Customer Growth will be responsible for driving the growth of a portfolio of annualized revenue. This leader will be the driving force to mentor, coach, and guide a team of sales and account management professionals, as well as direct the strategic organizational imperatives for Brambles Americas (Canadian Business Unit). This leader will work to maintain strategic focus and develop a growth mindset centered around collaborative business planning solutions and environmental, social, and governance (ESG) principles.

Key Responsibilities

  • Direct, coach, and guide a team of 3-5 sales and account management professionals who manage a subset of national and regional commercial and retail customers in Canada.
  • Execute key strategies and focus pillars that support the department's impact on organizational volume, revenue, and profitability growth.
  • Provide strategic direction for field-based sales and account management professionals to execute with excellence, in accordance with the organization's aspirations, leveraging account health and data analytics.
  • Collaborate with system partners to drive customer experience focus with field sales leaders.
  • Support the development of multi-year strategies to drive revenues and gross profits through collaborative business planning with field sales leaders who have commercial customer ownership at the tier 2 & 3 levels.
  • Coach teams on contractual agreements and strategic commercial terms.
  • Foster relationships with strategic customers to build a solid foundation of integrity within the organization as a trusted advisor to executive-level business decision makers.
  • Utilize insights to bring innovative ideas that influence value creation.
  • Be an ambassador for Brambles Canada's core values of sustainability tied to ESG principles.
  • Achieve customer experience metrics tied to response rate and NPS scores.
  • Exhibit deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.
  • Be an ambassador for Brambles Canada's core values of sustainability tied to ESG principles.
  • Act as a Subject Matter Expert (SME) to support business processes that drive organizational growth.
  • Hire, develop, and retain an effective team to meet internal and external business objectives, regardless of hurdles and obstacles.
  • Perform other duties as assigned.

Key Performance Indicators

  • 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 of all functions

Managers of all functions

External

C-Suite and Director levels in logistics, operations, customer services, sales, and marketing

Qualifications

Bachelor's Degree minimum

5-7 years of sales and account management experience

Essential Qualifications

Bilingual (English)

Desirable Qualifications

Bilingual (English)

Experience

  • 5+ years of sales experience in a FMCG and retail environment
  • Leader or leader with success in managing and developing large teams
  • Proven record of selling in highly complex strategic environments
  • Extended work in cross-functional matrix-oriented internal structures
  • Experience with ESG, sustainability, and SCOPE 3 in Canada
  • Experience building strong organizational cultures with high-performing teams
  • Experience in supply chain and operations

Skills and Knowledge

  • Working in complex business models, systems, and procedures
  • Expert knowledge of supply chain
  • Leading in a matrix organization
  • Personal relationship building capability
  • Negotiating large complex agreements
  • Innovative value proposition development
  • Excellence in team building and personal development
  • ESG and sustainability training

Language

Essential

English

Desirable

French