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Job ID #:6447
Position Type:Regular Full-Time
Experience Required:Not Indicated
Job Category:Sales
Location:US, Field Based US
Education Required:Not Indicated
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

The Retail Supply Chain Solutions - Strategic Account  Manager is responsible for

overall strategic direction and management of CHEP’s retail customers.   They will work closely with the field-based Retail Asset Productivity Team and multiple cross-functional internal departments (Operations, Logistics, Finance, Customer Service, Inventory Management, Human Resources) to optimize asset productivity and profitable customer interactions.   Role will focus on creating sustainable customer partnerships and platform growth, along with incremental revenue generation through the sale of Retail Solutions.


• Number of Countries:   USA only

• Number of Customers: 10


Major/Key Accountabilities

  • Creates, aligns, and implements execution of customer strategic plan

  • Aligns success metrics with Customer’s internal business objectives around Operational Effectiveness, Cost Reduction Initiatives, Volume Growth

  • Collaborates with Customer and CHEP internal functions to define and implement Strategic Initiatives resulting in joint supply chain savings and revenue generation

  • Ensures customer and territory-level KPIs and initiatives are on track to budget

  • Manages monthly Scorecard generation to provide full and transparent visibility on Account Health and Supply Chain Value Stream success to both CHEP and Customers.   Uses regular scorecarding to identify issues & opportunities to maintain/improve account health

  • Gains complete knowledge of Customer’s Supply Chain, resulting in identifying and leading additional operational efficiency initiatives and cost reduction opportunities

  • Works closely with TPM (Total Pallet Management) Teams where applicable to deliver profitable and effective operational support for CHEP & Retail partners

  • Daily contact with Retail Asset Productivity Reps to ensure proper activities are being accomplished in the assigned territories

  • Communicates needed support and direction to cross-functional teams through Siebel, Outlook, WebEx, Skype  and direct phone calls

  • Demonstrate team collaboration to utilize necessary resources to drive proactive improvement to account health

  • Manages ad-hoc reports to customer and internal stakeholders to support account management objectives

  • Partners closely with Inventory Management to successfully execute annual physical inventory/audit process in a timely manner.   Drive to minimal variances in assigned area.

  • Utilizes customer survey (NPS) results to identify areas of opportunity to improve Account Management performance as well as build and execute action plans to better meet customer expectations

  • Actively leads or participates in process improvement projects that impact customer loyalty drivers

  • Actively seeks out future commercial opportunities and integrates into strategic and tactical plans

  • Establishes sustainable long term customer relationships

  • Completes and reinforces all Zero Harm policies

  • Leads and executes successful matrix behaviors



  • Profitability

  • Asset Productivity

  • Value Creation Targets for Customer and CHEP

  • Individual Personal Development

  • Customer NPS Results

  • Invoiced Revenue generation (transfer increases, sales of Retail Solutions)

  • Sales & Efficiency Funnel


Authority/ Decision Making

  • Customer Relationship Management

  • Account Planning

  • Joint Value Creation Strategy and Planning

  • Brambles Value Proposition

  • Growth Strategies within portfolio


Key contacts Internal

  • Directors all functions

  • Managers all functions

  • Retail Asset Productivity Reps           


Key contacts External

  • Director and manager levels in logistics, operations, transportation, CSR/sustainability and customer services




  • Bachelor’s degree in Business or related field or equivalent job experience.

  • Solid presentation skills, with experience in Senior Level engagements

  • Strategic thought-leaders and Innovation Management



  • 5-7 years sales experience required including experience managing national customers

  • Proven record of selling in highly complex strategic environments

  • Extended work in cross functional matrix oriented internal structures


Skills and Knowledge

  • Understanding of CHEP’s business model, systems and procedures

  • Expert knowledge of supply chain

  • Miller Heiman Strategic Selling in complex environments

  • Leading projects in and successfully navigating and leveraging a matrix organization

  • Strong Personal/Professional relationship building capability

  • Working knowledge of Strategic and Situational Leadership Model

  • Negotiating large complex agreements

  • Innovative value proposition development

  • Strong  business  acumen and excellent problem solving skills

  • Excellence in team building and personal development

  • Highly Organized and self-motivated


Languages: 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. 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

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