Territory Account Executive

CHEP helps move more goods to more people, in more places than any other organization on earth via our 347 million pallets, crates and containers. We employ approximately 13,000 people and operate in 60 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.

**Key Responsibilities May Include**:

- Manage and develop strategic customer relationships, ensuring alignment with CHEP’s growth objectives and delivering on revenue and satisfaction targets.
- Collaborate with commercial leadership and internal teams to create and implement strategic account plans focused on growth, cost reduction, and sustainability.
- Lead contract negotiations and commercial tenders to secure favorable terms while meeting customer and business objectives.
- Conduct regular business reviews with customers to ensure compliance with audit plans and maintain accurate asset management records.
- Monitor account performance metrics, including customer satisfaction (NPS), and develop action plans to address areas needing improvement.
- Build and maintain strong networks within customers’ organizations, driving strategic initiatives to enhance supply chain efficiency.
- Identify and secure new business opportunities through proactive networking and leveraging existing customer relationships, ensuring a robust sales pipeline.
- Drive revenue retention and expansion by fostering long-term partnerships and managing customer relationships through effective communication and tailored solutions.

**Position Purpose**

The Account Manager Commercial and Retail Field Sales 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 in 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/Profitabilit