Field Based Role: West Territory (Calgary and Vancouver)

Position Purpose

The Business Development Executive will drive our sustainable supply chain solutions into new markets and industries within a defined territory. They will be responsible for developing and executing strategic sales initiatives, cultivating relationships with key stakeholders, and expanding our client base with new customers and markets. This role requires a deep understanding of supply chain dynamics, and proven expertise in consultative sales, coupled with knowledge of sustainability principles.

Scope

• 48x40 Growth in New Channels, Competitive market share achievement (Vs. other poolers), converting non-pooling to pooling (WW, Own pool, Beer, Dairy, Pharma) within
• Executing strategy for unlocking new market segments currently serviced via non-pooled applications
• Work with Retailers to drive advocacy of pooling across the assigned Region.

Major/Key Accountabilities

• Drive volume: With a restless curiosity, aggressively works to identify, target and apply our value proposition by considering external context and customer requirements in order to solve stakeholder pain.
• Executes the Sales plan within their defined territory to meet and exceed organizational volume and revenue objectives.
• Execute New Market Strategy to ensure pooling becomes the solution of choice in markets and segments that CHEP does not currently operate within
• Builds Relationships: creates new and meaningful customer partnerships and able to quickly develop report amongst C-Suite executives.
• Uses customer information to enhance and generate new solutions.
• Work with Product and Market Development, NA Marketing and Commercial teams to partner on where to “hunt” and how to drive new business value
• Work with Retailers and Manufacturers to solve common challenge areas that allow CHEP to increase its trust and mindshare within the marketplace.
• Drive value added service solutions that go above and beyond the traditional pooled pallet space in order to generate net new revenue gains for CHEP Canada.
• Support Commercial Teams (Retail / Manufacturer) as a subject matter expert (SME) in opportunity development and closure.
• Significant cold calling in order to fill your sales funnel. Track all interactions with prospects in our CRM (Salesforce). Own Sales Funnel and ensure healthy pipeline across all areas (Universe, Top, in, Best Few, Closed).
• Be active in trade by investing significant time in industry events and networking in those non-traditional spaces where CHEP seeks to achieve mindshare, and new collaborations.
• Be an ambassador for CHEP Canada’s core values of sustainability tied to environmental social governance (ESG).
• Perform other duties, as assigned.

Measures

• Volume/Revenue/Profitability
• New Wins by Existing Markets / New Markets
• Sales Funnel / Growth KPIs
• Customer Visits

Authority/ Decision Making

• Volume/Revenue/Profitability
• Sales Funnel / Growth KPIs / Value Creation

Key contacts

Internal

Directors all functions

Managers all functions

External

C-Suite and Director levels in logistics, operations, supply chain, sustainability customer services, sales & marketing

Qualifications

Bachelors Degree minimum

3-5 Years Sales and Business Development Experience

Experience

• 3-5 years of sales experience in a FMCG and retail. Preference to experience within complex selling to (Beer, Wine & Spirits, Dairy, and Pharma)
• Proven record of selling in highly complex strategic environments
• Extended experience in cross functional matrix oriented internal structures
• Experience with ESG, Sustainability, and SCOPE 3 in Canada
• Experience in supply chain and operations

Skills and Knowledge

• Strong Business Acumen, and drive for results
• Expert knowledge of supply chain and sustainability fundamentals
• Personal relationship building capability
• Negotiating large complex agreements
• Innovative value proposition development
• Proficiency in CRM software (Salesforce) and other sales productivity tools.

Languages

Essential

English

Desirable

French