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Business Development Executive

7 months ago

Mississauga, Canada Brambles Full time

Description

Field Based Role: Central Territory (Toronto)

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) within

Executing strategy for unlocking new market segments currently serviced via non-pooled applications

Work 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 within

Builds 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 value

Work 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/Profitability

New Wins by Existing Markets / New Markets

Sales Funnel / Growth KPIs

Customer Visits

Authority/ Decision Making

Volume/Revenue/Profitability

Sales Funnel / Growth KPIs / Value Creation

Key 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

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 environments

Extended experience in cross functional matrix oriented internal structures

Experience with ESG, Sustainability, and SCOPE 3 in Canada

Experience in supply chain and operations

Skills and Knowledge

Strong Business Acumen, and drive for results

Expert knowledge of supply chain and sustainability fundamentals

Personal relationship building capability

Negotiating large complex agreements

Innovative value proposition development

Proficiency in CRM software (Salesforce) and other sales productivity tools.

Languages

Essential

English

Desirable

French

Rôle sur le terrain : Territoire central (Toronto)

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/Rentabilité

Nouveaux contrats conclus dans les marchés existants/nouveaux marchés

Canal de vente/IRC de croissance

Visites des clients

Autorité/prise de décision

Volumes/Revenus/Rentabilité

Canal 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, 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 pharmaceutiques

Capacité éprouvée à vendre dans des environnements stratégiques complexes

Grande expérience dans des structures internes en matrice interfonctionnelles

Expérience avec les principes ESG, de développement durable et des émissions du champ d’application 3 au Canada

Expérience dans les domaines de la chaîne d’approvisionnement et de l’exploitation

Compétences et connaissances

Bon sens des affaires et recherche de résultats

Expertise dans les chaînes d’approvisionnement et connaissance des principes de développement durable

Capacité à établir des relations personnelles

Capacité à négocier des ententes importantes et complexes

Capacité à développer des propositions de valeur innovatrices

Maîtrise 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

Bachelors

Preferred Level of Work Experience

3 - 5 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