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Sr. Manager, Customer Development
4 months ago
Position Purpose
The Sr Manager of Customer Development is accountable for the growth of a portfolio of annualized revenue. This leader is the driving force to mentor, coach, guide, and direct the strategic organizational imperatives for CHEP 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 governance.
Scope
- 8 -12 National commercial customer base
- Territory retail customer base
- Territory commercial customer base
Major/Key Accountabilities
- Direct, coach, and guide a team of 3 - 5 associates who manage a subset of national/regional commercial and retail customers in Canada.
- Execute key strategies and focus pillars that support the departments impact on organizational volume, revenue, and profitability growth.
- Provide strategic direction for field-based associates to execute with excellence in accordance to the organization aspirations, leveraging account heath and data analytics.
- Collaborate with system partners to drive customer experience focus with field sales leaders.
- Support development of multi-year strategies to drive revenues and gross profits through collaborative business planning with fields 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 your business as a trusted advisor to executive-level business decision makers accountability.
- Leverages insights to bringing innovative ideas that influence value creation.
- Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG)
- Achieve customer experience metrics tied to response rate and NPS scores.
- Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.
- Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG)
- Act as Subject Matter Expert (SME) support business process that support organization 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.
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
C-Suit and Director levels in logistics, operations, customer services, sales & marketing
Qualifications
Bachelor's Degree minimum
5-7 Years Sales and Account Management Experience
Experience
- 5+ years of sales experience in a FMCG and retail.
- Leader or leaders and success managing and developing large team.
- 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
- Environment Social Governance and Sustainability training
Languages
Essential
English
Desirable
French
Base pay starting at $130,000.00/annual
Salary ranges provided take into account a wide variety of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications, geographic differentials and other business and organizational needs. Therefore, actual amounts offered may be higher or lower than the range provided. If you have questions, please speak to your Talent Acquisition Partner about the flexibility and detail of our compensation philosophy.
Dependent on the position offered, other forms of compensation may be part of a total offering beyond medical & retirement benefits and may include other monetary incentives or business benefits.
