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Commercial Account Manager

4 weeks ago

Mississauga, Canada Brambles Full time

CHEP helps move more goods to more people, in more places than any other organization on earth via our 300 million pallets, crates and containers. We employ 11,000 people and operate in more than 55 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 .

Job Description

Position Purpose

Manage a territory of Tier 1 and 2 Customers delivering consistent and exceptional value in the eyes of our customers. Improve our customer satisfaction & loyalty within assigned territory as measured through annual NPS scores. Protect and grow territory, escalating any competitive threats to Management Team.

This role requires a solid understanding of and the ability to work with a variety of CHEP functions such as Finance, Information Systems, Operations, Logistics, Retail Supply Chain and Sales on a daily basis. Additionally, the ideal candidate will possess the ability to build strong customer relationships with key and senior level contacts in order to grow sales and increase overall customer satisfaction for various CHEP services.

Major/Key Accountabilities

Daily Tasks:

Introduce to existing customers new products and services, latest CHEP technologies, policies and procedures.Ensure that Business reviews are provided via face-to-face meetings with customers. Review account KPIs with senior customer contacts. Visit customers as needed.Maintain customer contact to 100% of the territory at least 4 times per annum.Ensure that annual audits at customer locations are completed in accordance with the Brambles audit policy, and collect any resulting lost equipment fees.Own the Brambles narrative (Zero Waste World).Transportation orchestrationEradicate empty milesEliminate wasteSupport CHEP’s corporate social responsibility initiatives by participating in volunteer events, and implement joint sustainability initiatives with customers where possible.Educating the customers on best practices (consultative approach). Continue to improve processes and business for the benefit of the stakeholders.

Revenue stream:

Focus on growth strategy supporting growth initiatives around the 48x40 core business as well as Store Fulfilment.Secure paid asset tracking or digital service engagements between CHEP customers and BXB digital.Responsible for ensuring customer retention within an assigned territory.Responsible for meeting target NPS survey response rates and scores.Complete and own joint customer business plans and ensure execution that will help grow and sustain existing business.Responsible for revenue increase targets through lane expansion, supplier integration, pricing analysis and rate adjustments.Responsible for sales growth within the existing manufacturer territory (new business, lane expansion, competition conversions, supplier integration).Responsible for budgeting revenue growth within an existing territory.Seek payment for unpaid invoices from customers.Leverage hunting practices, industry/market analysis, internal communication, external promotions and constant in-depth customer analysis to uncover revenue opportunities.

Qualifications

Education: Bachelor's degree or College DiplomaTraining: Advanced negotiation skills, sales/service management.

Experience

3-5 years of Sales experience in a service companyWorked with financial measures and Key Performance IndicatorsWorked successfully in a matrix structureKey customer account relationship management experience a mustAbility to drive quality resulting in greater and sustainable customer satisfactionExpertise in eliminating the waste in business processes by using six sigma / lean toolsStrategic continuous improvement by creating a cultureNew business development

Skills and Knowledge

Strategic: Understanding the Business, Problem Solving and CreativityOperating: Excellent Planning, Priority Setting, Monitor and Measuring WorkOrganizational: Organizational Agility, Communicating Effectively, Career AmbitionPersonal and Interpersonal: Customer Focus, Team Collaboration, Integrity, TrustCourage: Dealing with Trouble, Standing Alone, Command Skills Energy and Drive: Action Oriented, Passion for Success and Drive for ResultsOthers: Computer: Microsoft Office, excellent listener, energetic leader, relationship builder, team leader and player, strategic thinker, excellent communicator, versatile

Languages

Required - EnglishDesirable - French

Fonctions du poste

Gérer un territoire de clients de niveau 1 et 2 tout en offrant une valeur exceptionnelle et constante aux yeux des clients. Améliorer la satisfaction et la fidélité de la clientèle dans le territoire désigné tel que mesuré durant le NPS annuel. Protéger et faire croître son territoire, transmettre toute menace de la concurrence à l’équipe de direction.

Ce poste nécessite une excellente compréhension de plusieurs fonctions de CHEP, comme les finances, les systèmes d’information, l’exploitation, la logistique, la chaîne d’approvisionnement au détail et les ventes et une collaboration quotidienne avec celles-ci. En outre, le candidat idéal a la capacité d’établir de solides relations avec les membres clés et de la haute direction des comptes afin de faire accroître les ventes et d’améliorer la satisfaction de la clientèle en général envers les différents services de CHEP.

Principales responsabilités

Tâches quotidiennes

Présenter aux clients existants les nouveaux produits et services, les toutes dernières technologies, politiques et procédures de CHEP.Veiller à ce que les examens fonctionnels soient présentés lors de réunions en personne avec les clients. Passer en revue les IRC du compte avec les membres de la haute direction du compte. Huit visites par semaine doivent être effectuées.Contacter les clients de tout le territoire au moins quatre fois par année.Veiller à ce que les audits annuels dans les établissements des clients soient réalisés conformément la politique relative aux audits de Brambles et demander le paiement de tous les frais pour perte d’équipement.Maîtriser le récit de Brambles (Monde zéro déchet).Organisation du transportÉlimination du transport à videÉlimination des déchetsSoutenir les initiatives de responsabilité sociale d’entreprise de CHEP en participant aux événements bénévoles et en mettant en place des initiatives de durabilité avec les clients lorsque possible.Former les clients sur les meilleures pratiques (approche de consultation). Continuer d’améliorer les processus et les activités au bénéfice des intervenants.

Source de revenus

Axer ses efforts sur la stratégie de croissance en soutenant les initiatives de croissance liées aux activités de base avec les palettes 48x40 et à l’approvisionnement des magasins.Établir des ententes de suivi des actifs payés ou de services numériques entre les clients de CHEP et BXB Digital.Responsable de veiller à la rétention des clients dans le territoire désigné.Responsable d’atteindre le taux de réponse et les résultats ciblés dans le cadre du sondage NPS.Compléter et être responsable des plans commerciaux conjoints avec les clients et veiller à ce que leur exécution aide à faire croître et fidéliser les clients existants.Responsable d’atteindre les objectifs d’augmentation des revenus en étendant les corridors, en analysant les prix et en ajustant les tarifs.Travailler à la croissance des ventes au sein du territoire des fabricants actuels (nouveaux clients, expansion des corridors, conversion des concurrents, intégration des fournisseurs).Responsable de budgétiser la croissance des revenus dans le territoire existant.Demander le paiement des factures en retard aux clients.Utiliser ses pratiques de recherche de clients, l’analyse de l’industrie et du marché, les communications internes, les promotions externes et l’analyse constante et en profondeur des clients afin de trouver des sources de revenus.

Qualifications

Formation : Baccalauréat ou diplôme collégialFormation : Aptitudes avancées en négociation et gestion des ventes et du service

Expérience

3 à 5 ans d’expérience en ventes et en service dans une entreprise de servicesExpérience de travail avec des mesures financières et des indicateurs de rendement clésExpérience de travail positive dans une structure matricielleExpérience dans la gestion des relations avec des clients importants, un atoutCapacité d’améliorer la qualité afin d’augmenter de façon durable la satisfaction des clientsExpertise dans l’élimination des pertes dans les processus commerciaux en utilisant les outils six sigma et leanAmélioration stratégique continue en créant une cultureÉlargissement de la clientèle

Compétences et connaissances

Stratégique : Compréhension de l’entreprise, résolution de problèmes et créativitéOpérations : Excellente planification, établissement des priorités, surveillance et évaluation du travailOrganisationnel : Agilité organisationnelle, communication efficace et ambition professionnellePersonnel et interpersonnel : Accent sur les clients, esprit d’équipe, intégrité et confianceCourage : Gestion des problèmes, indépendance et compétences de directionÉnergie et dynamisme : Accent sur les actions, passion du succès et envie d’obtenir les résultats attendusAutre : Informatique : Microsoft Office, capacité d’écoute, capacité d’établir des relations et de diriger une équipe, analytique, stratégique, leader énergique, excellent communicateur et polyvalent

Preferred Education

Bachelors

Preferred Level of Work Experience

3 - 5 yearsHybrid 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.

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