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Job ID #:6374
Position Type:Regular Full-Time
Experience Required:3 - 5 Years
Job Category:Sales
Location:Orlando, FL US
Education Required:Bachelors Degree
Relocation Provided:No Relocation Offered

CHEP is the world leader in pallet and container pooling services, serving many of the world's largest companies. CHEP issues, collects, conditions and reissues more than 285 million pallets and containers from a global network of more than 500 service centers in 42 countries, helping manufacturers and growers transport their products to distributors and retailers.

CHEP partners with customers to develop pooling solutions that ensure reduced product damage, offer enhanced delivery efficiencies, eliminate waste and cut supply chain costs, adding exceptional value for its customers. With more than 300,000 customers around the globe, including Procter & Gamble, SYSCO, Carrefour, Kellogg's, Woolworths, Kraft, Nestlé, Lion Nathan, The Home Depot, Tesco, Unilever, Hewlett Packard, Ford and GM, CHEP is known for "Handling The World's Most Important Products…Everyday."

CHEP employs more than 7,700 employees in 42 countries and benefits from more than four decades of industry experience internationally.



Position Purpose

Commercial ownership of ~250 unique corporate customer relationships in the SME sector (Small and Medium Enterprise).  Responsible for protecting and growing account portfolio & profitability while winning new business opportunities.  This position will operate in a specific geographical territory within a matrix sales environment in partnership with the local Business Development Managers.

Scope

Annual Revenue Budget: ~$13M

Number of Locations: ~400 Locations across ~250 Customer Affiliations

Major/Key Accountabilities

  • Identify and close profitable growth opportunities among existing & new customers to exceed revenue growth targets against budget
  • Maintain sustainable existing customer relationships by creating value & responding to risk
  • Manage and improve portfolio iterative ROCI levels through price increase and other strategic actions to control costs
  • Manage & close new business opportunities received from Marketing
  • 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 touch points through Siebel
  • 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

Languages

Essential:            

  • English 

 

Come join an extremely successful performance and growth oriented team, we'd love to hear from you. A highly competitive compensation and benefit package including retirement benefits, educational reimbursement, and more is offered in conjunction with an exciting, fast paced work environment. Come help us… Handle the World's Most Important Products. Everyday. www.chep.com/jobs EOE

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/CHEP/IFCO] representatives have scheduled interviews and offered fraudulent employment opportunities with the intent to commit identity theft or solicit money. [Brambles/CHEP/IFCO] never conducts interviews via online chat or requests 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 recruitment@brambles.com.

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