Territory Account Executive

6 months ago

Rocky View, Canada Brambles Full time

Description

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

Rôle sur le terrain : Territoire de l'Ouest (Calgary ou Vancouver)

Objectif du poste

Responsable de l’exécution sur le terrain des priorités stratégiques dans nos portefeuilles de clients fabricants commerciaux et détaillants. Cette personne est responsable de la croissance d’un portefeuille. Grâce à sa base de responsabilités en lien avec les comptes commerciaux, le titulaire de ce poste cherchera à augmenter la rentabilité de son territoire assigné. Cette personne aidera nos clients commerciaux et détaillants à obtenir de l’information au moyen de séances de contact fondées sur l’analyse des données sur la santé du compte, de renseignements sur les clients et d’une planification astucieuse pour le marché. Cette personne utilisera sa présence sur le terrain pour chercher de nouvelles occasions de croissance pour soutenir l’expansion globale des volumes du réseau, informer nos clients ainsi que protéger nos actifs tout en présentant notre modèle de partage et de réutilisation. 

Portée

Portefeuille de clients fabricants commerciaux assigné. Clients détaillants assignés dans le territoire. Soutien de l’exécution des ventes sur le terrain pour les pairs partout au Canada. Responsabilité du territoire ou de la région attribué(e).

Principales responsabilités

Soutenir, développer, aligner et exécuter des stratégies pluriannuelles afin d’augmenter les revenus et les profits bruts au moyen de la planification commerciale collaborative. Élaborer des ententes contractuelles pour les clients fabricants commerciaux. Développer des relations proactivement avec les clients en tirant parti des stratégies de canal complète dans les portefeuilles des clients fabricants commerciaux et détaillants. Utiliser l’information acquise pour proposer des idées innovatrices ayant une incidence sur la création de valeur. Développer proactivement une compréhension approfondie de l’entreprise et des besoins du client au moyen de l’analyse des données. Responsable de favoriser les objectifs de développement durable et pour les questions environnementales, sociales et de gouvernance (ESG) à titre de responsable de l’exécution des ventes de la marque. Mener des examens commerciaux avec la direction des clients stratégiques et collaborer avec les partenaires de soutien. Favoriser le respect des meilleures pratiques du programme de CHEP par les clients fabricants commerciaux et détaillants. Trouver les occasions d’optimisation et de nouvelles solutions commerciales fondées sur les plans d’exécution des clients commerciaux et détaillants. Responsable de gérer un ensemble de portefeuilles et d’atteindre les objectifs de vente. Limiter les risques et veiller à l’exactitude des données dans les systèmes de gestion des relations avec la clientèle. Chercher à obtenir activement la rétroaction des clients pour soutenir le taux de réponse au sondage sur le taux de recommandation net (NPS). Consacrer 45 % à 65 % du temps à communiquer directement avec les clients fabricants commerciaux et détaillants du territoire.  Agir à titre d’agent de soutien régional sur le terrain pour les comptes nationaux des clients commerciaux et détaillants. Soutenir d’autres tâches au besoin (audits, soutien des établissements, développement durable, projets spéciaux stratégiques, initiatives de collaboration interfonctionnelle, etc.)

Indices de mesure

Volumes/Revenus/Rentabilité Taux de recommandation net Canal de vente/IRC de croissance/Création de valeur

Autorité/prise de décision

Volumes/Revenus/Rentabilité Taux de recommandation net Canal de vente/IRC de croissance/Création de valeur

Personnes-ressources

Internes

Directeurs de toutes les fonctions

Gestionnaires de toutes les fonctions

Externes

Directeurs et gestionnaires dans les secteurs de la logistique, des opérations du client, des opérations des magasins, des opérations des CD, du service à la clientèle

Compétences

Au minimum un baccalauréat

5 à 7 ans d’expérience en ventes et en gestion de compte

Expérience

5 ans ou plus d’expérience en vente Capacité éprouvée à vendre dans des environnements stratégiques complexes Capacité à travailler dans des structures internes en matrice interfonctionnelles Fabrication commerciale Épiciers détaillants et marchandisage de masse

Compétences et connaissances

Capacité à travailler dans des modèles, systèmes et procédures commerciaux complexes Expertise en matière de chaîne d’approvisionnement Connaissance du secteur de la vente au détail Capacité à diriger dans une entreprise en matrice Capacité à établir des relations personnelles Capacité à négocier des ententes commerciales Capacité à développer des propositions de valeur innovatrices

Langues

Essentiel

Anglais

Souhaitable

Français

Preferred Education

Bachelors

Preferred Level of Work Experience

5 - 7 years

Remote Type

Hybrid Remote

We are an Equal Opportunity Employer, and we are committed to developing a diverse workforce in which everyone is treated fairly, with respect, and has the opportunity to contribute to business success while realizing his or her potential. This means harnessing the unique skills and experience that each individual brings and we do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state, or local protected class.

Individuals fraudulently misrepresenting themselves as Brambles or CHEP representatives have scheduled interviews and offered fraudulent employment opportunities with the intent to commit identity theft or solicit money. Brambles and CHEP never conduct interviews via online chat or request money as a term of employment. If you have a question as to the legitimacy of an interview or job offer, please contact us at

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