Manager

Description:

Deliver revenue budget.
Build solid relationships with accounts, decision makers, influencers and users
Develop sustainable and profitable growth, deliver new business from portfolio
Develop and implement agreed account plans for all major accounts
Utilize salesforce for management & reporting of sales funnel
Collaborate with key account managers, field service team and others to improve NPS scores of assigned accounts in line with Brambles targets.

Major/Key Accountabilities

Responsible for securing new business revenue with new customers
Identify prospects and learn prospect/customer trends, operational plans, problems, opportunities & match to sell CHEP’s products, services & value proposition
Create & manage sales funnel (within Sales Force) and work leads with prospects converting into new business opportunities
Collect necessary data from customer and initiate & manage the quoting process via Sales Force.
Negotiate pricing and commercial terms of the contract with the customer. Work with finance, legal, and leadership to recommend & secure authorization for any changes to standard contract formats or authorized prices and terms.
Develop account plans for potential strategic or key accounts as assigned by manager. Present and explain account plans and activities to leadership as required.
Establish and maintain relationships at appropriate levels with customers and manage the interface between customer & CHEP.
Work closely with and collaborate with key account managers and field service representatives to ensure customer satisfaction & program profitability.
Maximize time spent with customers by relinquishing administrative and transaction work to support teams

Challenges/Problem Solving

Effective prioritization of multiple opportunities throughout the long sales cycle
Overcome customer objections and blocking via data and creative solutions
Effective communication & collaboration with account managers, field service representatives and support teams
Increasing time spent with customers while minimizing travel costs

Authority/ Decision Making

Initiate issue resolution activities on behalf of customers within account portfolio
Implement commercial decisions in line with CHEP Automotive approval matrix
Working autonomously or having a disrupted level of line manager support with differing location and/or time zones
Working in a matrix environment

Key contacts

Qualifications

Bachelor’s degree in business, Supply Chain, Manufacturing, Engineering or Related field (or equivalent experience in business development role)

Experience

3-5 years customer facing experience. At least 2 years in a direct sales role.
Experience selling to tier 1 automotive suppliers or automotive OEMs is an advantage
Experience selling logistics services and or packaging (expendable, returnable, engineered racks) within the automotive industry is an advantage
Experience with complex sales. Identifying and creating your own opportunities.
Experience working with contracts and a general understanding of contract law and commercial finance.

Skills and Knowledge

Desire to deliver customer excellence & win new business
Strong relationship building & interpersonal skills (external & internal)
Flexibility in a changing market and culture
Structured and disciplined individual, analytically minded, comfortable with detail and works well under pressure
Presentation, communication, negotiation skills
Supply chain knowledge