National Account Executive

6 months ago

Laurent, 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

Objectif du poste

Lechargédecomptenationalestresponsabledeladirectionetdelagestiondudéveloppementdesrelationsstratégiquesauseindenos30principauxclientsdedétailnationaux.Responsabledelacroissanced’unportefeuillede flux de palettesentrantesparan,protégeantjusqu’àderevenusannualisésindirects.Lefacilitateurdelavaleurdepremierplangrâceàdessolutionsdeplanificationd’entreprisecollaborativespourinfluencerlesprincipauxleaders de laventeaudétaildeniveauC.

Portée

Responsabledesventesaudétail,del’expérienceclientetdelaplanificationcommercialecollaborativestratégique,quiconduisentàdessolutionsàvaleurajoutée,àlaprotectiondesactifsetàladéfensedesintérêtsauprèsdenosprincipauxpartenairesdeventeaudétail.

Principales responsabilités

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 et des modalités commerciales stratégiques.Établir proactivement des relations avec les clients en tirant parti des stratégies de canal complètes.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. Réaliser des examens commerciaux avec les leaders stratégiques et veiller à ce que les partenaires de soutien à l’interne passent en revue les IRC de l’établissement avec le client.Trouver les occasions d’optimisation et de nouvelles solutions commerciales fondées sur les priorités du client.Se positionner comme un leader visionnaire et un conseiller de confiance pour les décideurs-cadres.Responsable de gérer un ensemble de portefeuilles. Atteindre les objectifs de vente en passant en revue les prévisions, en évaluant et en mitigeant les risques et en veillant à l’exactitude des données dans les systèmes de gestion des relations avec la clientèle.Chercher activement à obtenir la rétroaction des clients sur les façons de trouver et de comprendre les facteurs de satisfaction et d’insatisfaction. Contribuer à la création de stratégies à long terme visant à maintenir des niveaux élevés de satisfaction chez la clientèle.Démontrer une grande connaissance de l’industrie, des tendances actuelles et des dynamiques du marché ainsi que du paysage concurrentiel.Être un ambassadeur des valeurs principales de développement durable de CHEP Canada en lien avec les questions d’environnement, sociales et de gouvernance (ESG).Agir à titre d’expert technique au sujet des processus commerciaux visant à soutenir la croissance organisationnelle.Collaborer avec les partenaires détaillants pour créer des synergies tout au long de la chaîne d’approvisionnement afin de favoriser une croissance du système dans son ensemble.Effectuer d’autres tâches assignées au besoin.

Indices de mesure

Volumes/Revenus/RentabilitéTaux de recommandation netCanal de vente/IRC de croissance/Création de valeur

Autorité/prise de décision

Volumes/Revenus/RentabilitéTaux de recommandation netCanal de vente/IRC de croissance/Création de valeur

Principaux contacts

Internes

Directeurs de toutes les fonctions

Gestionnaires de toutes les fonctions

Externes

Cadres et directeurs en logistique, en exploitation, en service à la clientèle, en vente et en marketing

Qualifications

Au minimum un baccalauréat

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

Qualifications essentielles

Bilingue (Français)

Expérience

5 ans ou plus d’expérience en venteCapacité éprouvée à vendre dans des environnements stratégiques complexesCapacité à travailler dans des structures internes en matrice interfonctionnelles

Compétences et connaissances

Capacité à travailler dans des modèles, systèmes et procédures commerciaux complexesExpertise en matière de chaîne d’approvisionnementCapacité à diriger dans une entreprise en matriceCapacité à établir des relations personnellesCapacité à négocier des ententes importantes et complexesCapacité à développer des propositions de valeur innovatricesExcellente capacité à bâtir des équipes et à développer le personnelFormation sur les questions environnementales, sociales et de gouvernance ainsi que sur le développement durable

Position Purpose

The National Account Executive is responsible for directing and managing the development of strategic relationships within our top 30 national retail customers. Accountable for the growth of a portfolio representing inbound pallet flows per year in indirect annualized revenue. The facilitator of leading value through collaborative business planning solutions to influence key C-Level retail leaders.

Scope

Responsible for the Retail Sales, Customer Experience, and strategic collaborative business planning driving value added solutions, asset protection and advocacy with our key retail partners.

Major/Key Accountabilities

Develop, align, and execute multi-year strategies to drive revenue and gross profit through collaborative business planning.Develop contractual agreements and strategic commercial terms utilizing the retail value framework to influence change.Proactively cultivates relationships with customers leveraging the end-to-end channel strategies.Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG)Leverages insights to bringing innovative ideas that influence value creation.Proactively develop a comprehensive understanding of the customer's business and needs. Conduct business review with strategic leaders and ensure internal support partners are reviewing site KPI’s with customer outlets.Identifies opportunities to drive optimizations and new business solutions based on customers' priorities.Positions oneself as a thought leader and trusted advisor to executive-level business decision makers.Accountable for managing a portfolio pipeline. Meets revenue generation goals by reviewing forecasts, assessing and mitigating risks, and ensuring data accuracy within customer relationship management systems (Salesforce).Actively seeks customer feedback regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining high levels of customer satisfaction.Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.Act as Subject Matter Expert (SME) support business process that support organization growthCollaborate with commercial team members to drive end to end synergies to drive total system growthPerform other duties, as assigned.

Measures

Volume/Revenue/ProfitabilityCustomer Net Promoter ScoresSales Funnel / Growth KPIs / Value Creation / Share of Wallet / Solutions designed

Authority/ Decision Making

Volume/Revenue/ProfitabilityFTR / Control Ratio / IPEP Reduction / AdvocacyCustomer Net Promoter ScoresSales Funnel / Growth KPIs / Value Creation

Key contacts

Internal

Directors all functions

Managers all functions

External

C-Suite and Director levels in logistics, operations, customer services, category management, sales & marketing

Qualifications

Bachelors Degree minimum

5-7 Years Sales and Account Management Experience

Essential Qualifications

Experience

5+ years of sales experienceProven record of selling in highly complex strategic environmentsExtended work in cross functional matrix oriented internal structures

Skills and Knowledge

Working in complex business models, systems and proceduresExpert knowledge of supply chainLeading in a matrix organizationPersonal relationship building capabilityNegotiating large complex agreementsInnovative value proposition developmentExcellence in team building and personal development

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.

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