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Business Development Executive
4 months ago
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
The Business Development Executive will drive our sustainable supply chain solutions into new markets and industries within a defined territory. They will be responsible for developing and executing strategic sales initiatives, cultivating relationships with key stakeholders, and expanding our client base with new customers and markets. This role requires a deep understanding of supply chain dynamics, and proven expertise in consultative sales, coupled with knowledge of sustainability principles.
Scope
48x40 Growth in New Channels, Competitive market share achievement (Vs. other poolers), converting non-pooling to pooling (WW, Own pool, Beer, Dairy, Pharma) withinExecuting strategy for unlocking new market segments currently serviced via non-pooled applicationsWork with Retailers to drive advocacy of pooling across the assigned Region.Major/Key Accountabilities
Drive volume: With a restless curiosity, aggressively works to identify, target and apply our value proposition by considering external context and customer requirements in order to solve stakeholder pain.Executes the Sales plan within their defined territory to meet and exceed organizational volume and revenue objectives.Execute New Market Strategy to ensure pooling becomes the solution of choice in markets and segments that CHEP does not currently operate withinBuilds Relationships: creates new and meaningful customer partnerships and able to quickly develop report amongst C-Suite executives.Uses customer information to enhance and generate new solutions.Work with Product and Market Development, NA Marketing and Commercial teams to partner on where to “hunt” and how to drive new business valueWork with Retailers and Manufacturers to solve common challenge areas that allow CHEP to increase its trust and mindshare within the marketplace.Drive value added service solutions that go above and beyond the traditional pooled pallet space in order to generate net new revenue gains for CHEP Canada.Support Commercial Teams (Retail / Manufacturer) as a subject matter expert (SME) in opportunity development and closure.Significant cold calling in order to fill your sales funnel. Track all interactions with prospects in our CRM (Salesforce). Own Sales Funnel and ensure healthy pipeline across all areas (Universe, Top, in, Best Few, Closed).Be active in trade by investing significant time in industry events and networking in those non-traditional spaces where CHEP seeks to achieve mindshare, and new collaborations.Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG).Perform other duties, as assigned.Measures
Volume/Revenue/ProfitabilityNew Wins by Existing Markets / New MarketsSales Funnel / Growth KPIsCustomer VisitsAuthority/ Decision Making
Volume/Revenue/ProfitabilitySales Funnel / Growth KPIs / Value CreationKey contacts
Internal
Directors all functions
Managers all functions
External
C-Suite and Director levels in logistics, operations, supply chain, sustainability customer services, sales & marketing
Qualifications
Bachelors Degree minimum
3-5 Years Sales and Business Development Experience
Essential Qualifications
Desirable Qualifications
Bilingual (French)
Experience
3-5 years of sales experience in a FMCG and retail. Preference to experience within complex selling to (Beer, Wine & Spirits, Dairy, and Pharma)Proven record of selling in highly complex strategic environmentsExtended experience in cross functional matrix oriented internal structuresExperience with ESG, Sustainability, and SCOPE 3 in CanadaExperience in supply chain and operationsSkills and Knowledge
Strong Business Acumen, and drive for resultsExpert knowledge of supply chain and sustainability fundamentalsPersonal relationship building capabilityNegotiating large complex agreementsInnovative value proposition developmentProficiency in CRM software (Salesforce) and other sales productivity tools.Languages
Essential
English
Desirable
French
Objectif du poste
Le chef du développement commercial favorise la mise en œuvre de nos solutions de chaîne d’approvisionnement durables dans de nouveaux marchés et de nouvelles industries dans un territoire défini. Le titulaire de ce poste est responsable de développer et de mettre en œuvre des initiatives de vente stratégiques, de renforcer les relations avec les intervenants et de faire grandir notre base de clients en intégrant de nouveaux clients et marchés. Le titulaire de ce poste doit bien comprendre les dynamiques des chaînes d’approvisionnement et avoir une expertise éprouvée en vente-conseil en plus de connaître les principes de développement durable.
Portée
Croissance du segment 48x40 dans de nouveaux canaux, gains de parts de marchés compétitives (c. d’autres entreprises de mise en commun), conversion de clients vers la mise en commun (WW, propre bassin, bière, produits laitiers, produits pharmaceutiques).Exécuter la stratégie pour percer de nouveaux segments du marché actuellement desservis avec des solutions autres que la mise en commun.Travailler avec les détaillants pour faire la promotion de la mise en commun dans la région assignée.Principales responsabilités
Augmenter les volumes : Avec un esprit de recherche et de découverte, travailler activement à identifier, à cibler et à appliquer notre proposition de valeur en évaluant le contexte et les exigences du client afin d’éliminer les irritants pour les intervenants.Exécuter le plan de vente dans le territoire défini afin d’atteindre les objectifs de volumes et de revenus de l’entreprise et de les surpasser.Exécuter la stratégie relative aux nouveaux marchés pour veiller à ce que la mise en commun devienne la solution de prédilection dans les marchés et segments où CHEP n’a pas de présence actuellement.Établir des relations : Créer de nouveaux partenariats pertinents avec les clients et être en mesure d’établir des liens rapidement avec les cadres de niveau C.Utiliser l’information sur le client pour améliorer les solutions et en créer de nouvelles.Travailler avec les équipes du développement de produits et des marchés, du marketing nord-américain et commerciales pour déterminer où chercher et comment créer de la nouvelle valeur pour l’entreprise.Travailler avec les détaillants et les fabricants pour résoudre les problèmes mutuels courants et permettre à CHEP d’améliorer la confiance et sa présence dans le marché.Créer des solutions de service à valeur ajoutée qui vont au-delà de l’environnement de mise en commun des palettes pour générer de nouveaux revenus pour CHEP Canada.Soutenir les équipes commerciales (détaillants/fabricants) à titre d’expert technique en matière de développement et de conclusion d’occasions.Effectuer suffisamment de sollicitation au hasard pour combler le bassin de vente. Faire le suivi de toutes les interactions avec les clients potentiels dans notre système de gestion des relations avec la clientèle (Salesforce). Être responsable de son bassin de vente et veiller à ce qu’un bon nombre de clients potentiels soient présents à toutes les étapes (Univers, choix, entré, finalistes, conclusion).Être actif dans le secteur en consacrant beaucoup de temps aux événements dans l’industrie, en faisant du réseautage dans les espaces non traditionnels où CHEP cherche à établir sa présence et en cherchant à établir de nouvelles collaborations.Être un ambassadeur des valeurs principales de développement durable de CHEP Canada en lien avec les questions d’environnement, sociales et de gouvernance (ESG).Effectuer d’autres tâches assignées au besoin.Indices de mesure
Volumes/Revenus/RentabilitéNouveaux contrats conclus dans les marchés existants/nouveaux marchésCanal de vente/IRC de croissanceVisites des clientsAutorité/prise de décision
Volumes/Revenus/RentabilitéCanal de vente/IRC de croissance/Création de valeurPrincipaux contacts
Internes
Directeurs de toutes les fonctions
Gestionnaires de toutes les fonctions
Externes
Cadres et directeurs en logistique, en exploitation, dans les chaînes d’exploitation, en développement durable, en service à la clientèle, en vente et en marketing
Qualifications
Au minimum un baccalauréat
3 à 5 ans d’expérience en vente et en développement commercial
Qualifications essentielles
Compétences souhaitables
Bilingue (Français)
Expérience
3-5 ans d’expérience ou plus dans le secteur des biens de consommation courante et en commerce de détail. De préférence, une expérience en vente de solutions complexes dans les secteurs de la bière, des vins et spiritueux, des produits laitiers et des produits pharmaceutiquesCapacité éprouvée à vendre dans des environnements stratégiques complexesGrande expérience dans des structures internes en matrice interfonctionnellesExpérience avec les principes ESG, de développement durable et des émissions du champ d’application 3 au CanadaExpérience dans les domaines de la chaîne d’approvisionnement et de l’exploitationCompétences et connaissances
Bon sens des affaires et recherche de résultatsExpertise dans les chaînes d’approvisionnement et connaissance des principes de développement durableCapacité à établir des relations personnellesCapacité à négocier des ententes importantes et complexesCapacité à développer des propositions de valeur innovatricesMaîtrise des logiciels de gestion des relations avec la clientèle (Salesforce) et d’autres outils de productivité des ventes.Langues
Essentiel
Anglais
Souhaitable
Français
Preferred Education
BachelorsPreferred Level of Work Experience
3 - 5 yearsRemote Type
Hybrid RemoteWe 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.
