Field Based Role: West Territory (Calgary or Vancouver)
Position Purpose
The National Account Executive is responsible for directing and managing the development of strategic relationships within our top 60 national customers. Accountable for the growth of a portfolio that could span our commercial manufacturing and retailers portfolios as allocated. The facilitator of leading value through collaborative business planning solutions to influence key C-Level customer leaders.
Scope
Responsible for the Sales, Customer Experience, and strategic collaborative business planning of an annual revenue budget.
Major/Key Accountabilities
- Develop, align and execute multi-year strategies to drive revenues and gross profits through collaborative business planning.
- Develop contractual agreements and strategic commercial terms.
- Proactively cultivates relationships with customers leveraging the end-to-end channel strategies within our commercial manufacturing and retail portfolios.
- 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. Meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring data accuracy within customer relationship management systems.
- 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.
- Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG)
- Act as Subject Matter Expert (SME) support business process that support organization growth
- Collaborate with internal partners on end to end value chain synergies to drive total system growth within retail and commercial manufacturing.
- Perform other duties, as assigned.
Measures
- Volume/Revenue/Profitability
- Customer Net Promoter Scores
- Sales Funnel / Growth KPIs / Value Creation
Authority/ Decision Making
- Volume/Revenue/Profitability
- Customer Net Promoter Scores
- Sales Funnel / Growth KPIs / Value Creation
Key contacts
Internal
Directors all functions
Managers all functions
External
C-Suit and Director levels in logistics, operations, customer services, sales & marketing
Qualifications
Bachelors Degree minimum
5-7 Years Sales and Account Management Experience
Essential Qualifications
Bilingual (French)
Desirable Qualifications
Bilingual (French)
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
- Environment Social Governance and Sustainability training
- Knowledge of retail supply and sales operations
- Knowledge of commercial manufacturing
Languages
Essential
English
Desirable
French