National Account Executive

CHEP helps move more goods to more people, in more places than any other organization on earth via our 347 million pallets, crates and containers. We employ approximately 13,000 people and operate in 60 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

Key Responsibilities May Include:

• Build and maintain senior-level relationships within retail organizations, positioning CHEP as a trusted partner and ensuring full recognition of its value proposition.
• Lead the development and execution of comprehensive account strategies, including joint business plans tailored to meet the specific needs and growth opportunities of each retail partner.
• Identify and capitalize on opportunities to improve customer supply chain performance, leveraging CHEP’s solutions to drive operational efficiency, sustainability, and cost reduction.
• Monitor and analyze key performance metrics such as customer satisfaction, profitability, asset productivity, and service levels, ensuring accurate and timely reporting of account performance.
• Collaborate with cross-functional internal teams (operations, finance, logistics, and customer service) to ensure seamless service delivery and successful execution of strategic initiatives.
• Provide leadership and guidance to cross-functional teams and field-based representatives, ensuring alignment with strategic account objectives and fostering a culture of continuous improvement.
• Act as the primary escalation point for complex customer challenges, coordinating with internal and external stakeholders to resolve issues and ensure customer satisfaction.
• Drive continuous improvement efforts by identifying and implementing process enhancements that contribute to improved customer experiences and operational outcomes.

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.  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

Essential Qualification:

Bachelors Degree minimum

5-7 Years Sales and Account Management Experience

Desirable Qualification:

Previous Supply Chain Experience

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

Languages

Essential

English

Desirable

French

Objectif du poste

Le chargé de compte national est responsable de diriger et de gérer le développement des relations stratégiques avec nos 50 clients nationaux les plus importants. Le titulaire du poste est responsable de la croissance d’un portefeuille représentant revenus annualisés.  Il est responsable d’augmenter la valeur au moyen de solutions de planification commerciale collaborative afin d’influencer les décideurs-cadres des clients.  

Portée

Responsable des ventes, de l’expérience client et de la planification commerciale collaborative stratégique pour un budget de revenus annuels.

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)

Compétences souhaitables

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

Langues

Essentiel

Anglais

Souhaitable

Français

Remote Type

Fully Remote

Skills to succeed in the role

Account Management, Adaptability, Asset Management, Business Strategies, Communication, Customer Retentions, Customer Satisfaction, Empathy, Experimentation, Negotiation, Partnership Development, Relationship Management, Revenue Growth, Solutions Development, Strategic Planning, Taking Ownership, Teamwork, Understand Customers, Value Propositions

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].