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Territory Account Executive

3 months ago

calgary, Canada CHEP Full time

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