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 / Rentabilité
- Taux de recommandation net
- Canal de vente / IRC de croissance / Création de valeur
Autorité / prise de décision
- Volumes / Revenus / Rentabilité
- Taux de recommandation net
- 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, 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 vente
- Capacité éprouvée à vendre dans des environnements stratégiques complexes
- Capacité à travailler dans des structures internes en matrice interfonctionnelles
Compétences et connaissances
- Capacité à travailler dans des modèles, systèmes et procédures commerciaux complexes
- Expertise en matière de chaîne d’approvisionnement
- Capacité à diriger dans une entreprise en matrice
- Capacité à établir des relations personnelles
- Capacité à négocier des ententes importantes et complexes
- Capacité à développer des propositions de valeur innovatrices
- Excellente capacité à bâtir des équipes et à développer le personnel
- Formation 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 growth
- Collaborate with commercial team members to drive end to end synergies to drive total system growth
- Perform other duties, as assigned.
Measures
- Volume / Revenue / Profitability
- Customer Net Promoter Scores
- Sales Funnel / Growth KPIs / Value Creation / Share of Wallet / Solutions designed
Authority / Decision Making
- Volume / Revenue / Profitability
- FTR / Control Ratio / IPEP Reduction / Advocacy
- Customer Net Promoter Scores
- Sales 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 experience
- Proven record of selling in highly complex strategic environments
- Extended work in cross functional matrix oriented internal structures
Skills and Knowledge
- Working in complex business models, systems and procedures
- Expert knowledge of supply chain
- Leading in a matrix organization
- Personal relationship building capability
- Negotiating large complex agreements
- Innovative value proposition development
- Excellence 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.
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
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