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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
Hybrid Work Model
.
Job Description
Position Purpose
Responsible for identifying and selling to potential CHEP pallet customers. Working with existing portfolio in addition to Interfacing with Manufacturer and Retailer Sales business partners to gain advocacy and Pull for the CHEP program. Establish relationships with corporate office and plant-level personnel: Procurement, Supply Chain, Logistics, Transportation, etc. Ensure that the implementation and continuing execution of the sold value propositions are recognized as an integral, cost-saving part of our Customer’s operation.
Scope
Annual Revenue Budget: ~$2M
Number of Locations: ~175 Customer Affiliations
Major/Key Accountabilities
- Identify and close profitable growth opportunities among existing & new customers to exceed revenue growth targets against budget
- Manage & close New Business opportunities supporting Key Strategic Retail Partners
- Manage and improve portfolio iterative ROCI levels through price increase and other strategic actions to control costs
- Oversee, negotiate, and ensure closure of ~40 customer audits annually
- Decision maker on all customer contract terms including regular terms, and one-off concessions
- Manage & implement all new or existing expectations and deliverables of customer relationship both internally to CHEP and externally to customer
- Manage customer opportunities (blue sheets), contacts, and touchpoints through Salesforce
- Work closely with internal cross-functional teams in the development and implementation of processes aimed at account health improvement and control
Measures
- Revenue & Volume Targets
- Profitability Targets
- Lost Equipment Collection Targets
- Price Increase Targets
- Audit Closure Targets
- Customer Loyalty & Value Creation/NPS
- Days Sales Outstanding (DSO)
Authority/ Decision Making
- Initial decision point for customer contract terms, including pricing structure
- Execution of response to all escalated customer inquiries or concerns
- Primary communication point for CHEP’s business position to customers
- Initial decisions point for customer credit concession negotiation
- Initial decision point for value solutions selling
- Audit resolution and negotiation, including first decision point (Lost Equipment Fees)
- Partnering with BDM’s in matrix structure to identify& close growth opportunities
- Partnering with BSR team in a matrix structure to support account health resolve
Key contacts
Internal :
- Customer Controls & Intelligence, Marketing, Sales Finance, Contracts, Stock Management, , Credit & Collections, Quality Team, Plant Operations, Logistics, Demand Planning, and Customer Care
External:
- Customers Contacts at all organizational levels, including but not limited to VP, Director and Manager, and all functions ranging from corporate purchasing to warehouse management
Qualifications
- Bachelor’s Degree or equivalent work experience
Essential Qualifications:
- Successful experience in sales or other relevant function. Demonstrated ownership of work and customer follow up.
Desirable Qualifications:
- History of sales success in a relevant role. Proven ability to exceed expectations in a fast-paced environment.
Experience
- 2-4 years of sales or other relevant experience
- Complex Selling Cycle
- Relationship or account management
- New Business or expansion accountability
- Prior Logistics or FMCG Industry experience preferred
Skills and Knowledge
- Effective selling & negotiation skills
- Effective customer relationship management skills
- Effective written & verbal communication skills
- Strong interpersonal skills
- Highly organized and self-motivated
- SPIN Selling
- Negotiation Skills
- Strategic Selling (Miller Heiman)
- Systems: Siebel, SAP, Portfolio Plus, Salesforce
Languages
- English
Preferred Education
Bachelors
Preferred Level of Work Experience
1 – 3 years
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 [email protected].
