Sr. Manager, Customer Development
6 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 Sr Manager of Customer Development is accountable for the growth of a portfolio ofannualized revenue. This leader is the driving force to mentor, coach, guide, and direct the strategic organizational imperatives for CHEP Americas (Canadian Business Unit). This leader will work to maintain strategic focus and develop a growth mindset centered around collaborative business planning solutions and environmental social governance.
Scope
8 -12 National commercial customer baseTerritory retail customer baseTerritory commercial customer baseMajor/Key Accountabilities
Direct, coach, and guide a team of 3 - 5 associates who manage a subset of national/regional commercial and retail customers in Canada.Execute key strategies and focus pillars that support the departments impact on organizational volume, revenue, and profitability growth.Provide strategic direction for field based associates to execute with excellence in accordance to the organization aspirations, leveraging account heath and data analytics.Collaborate with system partners to drive customer experience focus with field sales leaders.Support development of multi-year strategies to drive revenues and gross profits through collaborative business planning with fields sales leaders who have commercial customer ownership at the tier 2 & 3 levels.Coach teams on contractual agreements and strategic commercial terms.Foster relationships with strategic customers to build a solid foundation of integrity within your business as a trusted advisor to executive-level business decision makers accountability.Leverages insights to bringing innovative ideas that influence value creation.Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG)Achieve customer experience metrics tied to response rate and NPS scores.Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG)Act as Subject Matter Expert (SME) support business process that support organization growthHire, develop and retain an effective team to meet internal and external business objectives regardless of hurdles and obstacles.Perform other duties, as assigned.Measures
Volume/Revenue/ProfitabilityCustomer Net Promoter ScoresSales Funnel / Growth KPIs / Value CreationAuthority/ Decision Making
Volume/Revenue/ProfitabilityCustomer Net Promoter ScoresSales Funnel / Growth KPIs / Value CreationKey contacts
Internal
Directors all functions
Managers all functions
External
C-Suit and Director levels in logistics, operations, customer services, sales & marketing
Qualifications
Bachelors Degree minimum
5-7 Years Sales and Account Management Experience
Essential Qualifications
Bilingual (French)
Desirable Qualifications
Bilingual (French)
Experience
5+ years of sales experience in a FMCG and retail.Leader or leaders and success managing and developing large team.Proven record of selling in highly complex strategic environmentsExtended work in cross functional matrix oriented internal structuresExperience with ESG, Sustainability, and SCOPE 3 in CanadaExperience building strong organizational cultures with high performing teams.Experience in supply chain and operationsSkills 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 developmentEnvironment Social Governance and Sustainability trainingLanguages
Essential
English
Desirable
French
Objectif du poste
Responsable de la croissance d’un portefeuille. Ce dirigeant est la personne responsable de mentorer, d’encadrer et de guider les employés ainsi que de diriger les impératifs organisationnels stratégiques pour CHEP Amériques (unité commerciale canadienne). Ce dirigeant travaillera à maintenir l’accent stratégique et à développer une mentalité de croissance axée sur les solutions de planification commerciale collaboratives et les questions environnementales, sociales et de gouvernance.
Portée
Base de 8 à 12 clients commerciaux nationauxBase de clients détaillants dans le territoireBase de clients commerciaux dans le territoirePrincipales responsabilités
Diriger, encadrer et guider une équipe de 3 à 5 associés qui gèrent un sous-ensemble de clients commerciaux et détaillants nationaux/régionaux au Canada.Exécuter les principales stratégies et les piliers qui soutiennent l’impact du service sur le volume, les revenus et la croissance de la rentabilité de l’entreprise.Présenter l’orientation stratégique pour les associés sur le terrain à exécuter avec excellence, conformément aux aspirations de l’entreprise, en utilisant l’analytique de la santé des comptes et des données.Collaborer avec les partenaires du système pour mettre l’accent sur l’expérience des clients auprès des responsables des ventes sur le terrain.Soutenir le développement de stratégies pluriannuelles pour générer des revenus et augmenter les profits bruts au moyen de la planification collaborative avec les responsables des ventes sur le terrain qui sont responsables des clients commerciaux aux niveaux 2 et 3.Encadrer les équipes au sujet des ententes contractuelles et des modalités commerciales stratégiques.Entretenir les relations avec les clients stratégiques pour bâtir une fondation d’intégrité solide avec l’entreprise à titre de conseiller de confiance pour aider à prendre des décisions de haut niveau.Utiliser l’information acquise pour proposer des idées innovatrices ayant une incidence sur la création de valeur.Être un ambassadeur des valeurs principales de développement durable de CHEP Canada en lien avec les questions d’environnement, sociales et de gouvernance (ESG).Atteindre les objectifs en lien avec l’expérience client associés au taux de réponse et au taux de recommandation net (NPS).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.Embaucher, bâtir et maintenir une équipe efficace pour atteindre les objectifs opérationnels internes et externes, quels que soient les difficultés et les obstacles.Effectuer d’autres tâches assignées au besoin.Indices de mesure
Volumes/Revenus/RentabilitéTaux de recommandation netCanal de vente/IRC de croissance/Création de valeurAutorité/prise de décision
Volumes/Revenus/RentabilitéTaux de recommandation netCanal de vente/IRC de croissance/Création de valeurPersonnes-ressources
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
Compétences
Au minimum un baccalauréat
5 à 7 ans d’expérience en ventes et en gestion de compte
Compétences essentielles
Bilingue (Français)
Compétences souhaitables
Bilingue (Français)
Expérience
5 ans d’expérience ou plus dans le secteur des biens de consommation courante et en commerce de détail.Dirigeant et capacité éprouvée à gérer et à bâtir de grandes équipes.Capacité éprouvée à vendre dans des environnements stratégiques complexesCapacité à travailler dans des structures internes en matrice interfonctionnellesExpérience avec les principes ESG, de développement durable et des émissions du champ d’application 3 au CanadaExpérience en création de cultures organisationnelles robustes avec des équipes hautement performantes.Expérience dans les domaines de la chaîne d’approvisionnement et de l’exploitationCompétences 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 durableLangues
Essentiel
Anglais
Souhaitable
Français
Preferred Education
BachelorsPreferred Level of Work Experience
5 - 7 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.
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