Territory Account Executive

CHEP; Mississauga; Hybrid; CAD 75,000 - 95,000; Full time

Job summary

A global logistics company is seeking an Account Manager for Commercial and Retail Field Sales in Mississauga. This role involves managing strategic customer relationships to drive revenue, conducting contract negotiations, and working closely with commercial manufacturing and retail clients. The ideal candidate has a Bachelor’s degree and 5-7 years of experience in sales and account management. This position offers a hybrid work model that supports work-life balance.

Benefits

Hybrid Work Model

Diverse professional environment

Opportunities for growth

Qualifications

• 5-7 years of Sales and Account Management Experience.
• Proven record of selling in highly complex strategic environments.
• Extended work in cross-functional, matrix-oriented internal structures.

Responsibilities

• Manage strategic customer relationships to meet revenue targets.
• Lead contract negotiations to secure favorable terms.
• Conduct regular business reviews to ensure compliance.
• Identify and secure new business opportunities through networking.

Skills

Business Development

Customer Service

Negotiation

Strategic Selling

Value Propositions

Relationship Management

Education

Bachelor’s Degree

Tools

Salesforce

CRM

Job description

Overview

CHEP helps move more goods to more people in more places than any other organization on earth via our 347 million pallets crates and containers. We employ approximately 13000 people and operate in 60 countries. Through our pioneering and sustainable share-and-reuse business model the world’s biggest brands trust us to help them transport their goods more efficiently safely and with less environmental impact.

You’ll join an international organization big enough to take you anywhere and small enough to get you there sooner. You’ll help change how goods get to market and contribute to global sustainability. You’ll be empowered to bring your authentic self to work and be surrounded by diverse and driven professionals. You can maximize your work-life balance and flexibility through our Hybrid Work Model.

Job Description

Key Responsibilities May Include :

• Manage and develop strategic customer relationships ensuring alignment with CHEP's growth objectives and delivering on revenue and satisfaction targets.
• Collaborate with commercial leadership and internal teams to create and implement strategic account plans focused on growth, cost reduction and sustainability.
• Lead contract negotiations and commercial tenders to secure favorable terms while meeting customer and business objectives.
• Conduct regular business reviews with customers to ensure compliance with audit plans and maintain accurate asset management records.
• Monitor account performance metrics including customer satisfaction (NPS) and develop action plans to address areas needing improvement.
• Build and maintain strong networks within customers’ organizations driving strategic initiatives to enhance supply chain efficiency.
• Identify and secure new business opportunities through proactive networking and leveraging existing customer relationships ensuring a robust sales pipeline.
• Drive revenue retention and expansion by fostering long-term partnerships and managing customer relationships through effective communication and tailored solutions.

Position Purpose

The Account Manager Commercial and Retail Field Sales is responsible for field execution of strategic priorities within our commercial, manufacturing, and retail customers portfolios. Accountable for the growth of a portfolio. With a base of commercial account responsibilities this individual will seek to grow their business and geographic territory profitably. The individual will drive awareness through live engagement at our commercial and retail customers derived from account health data analytics, customer insights and smart market planning. This individual will leverage being in the field to seek out new growth opportunities to support total network volume expansion, education of our customers and protection of our assets while demonstrating our share and re-use model.

Scope

• Commercial manufacturing customer portfolio assigned.
• Territory assigned retail customers.
• Territory field sales execution support for peers across Canada.
• Territory / Region accountability as assigned.

Major / Key Accountabilities

• Support develop, align and execute multi-year strategies to drive revenues and gross profits through collaborative business planning.
• Develop contractual agreements for commercial manufacturers.
• Proactively cultivate relationships with customers leveraging the end-to-end channel strategies in the commercial manufacturing and retail portfolios.
• Leverage insights to bring innovative ideas that influence value creation.
• Proactively develop a comprehensive understanding of the customers’ business and needs through data analytics.
• Accountable for driving CHEP / BRAMBLES sustainability and ESG as a field sales execution brand steward.
• Conduct business reviews with strategic customer leaders and collaborate with support partners. Drive adherence to CHEP program best practices within program users for commercial manufacturing and retail customers.
• Identify opportunities to drive optimizations and new business solutions based on commercial and retail customers’ execution plans.
• Accountable for managing a portfolio pipeline and meeting sales goals.
• Mitigate risks and ensure data accuracy within customer relationship management systems.
• Actively seek customer feedback to support Net Promoter Score (NPS) response rates.
• Commit 45%-65% of time in face-to-face customer engagements within your territory for commercial manufacturing and retail customers.
• Act as a regional field support agent on national accounts for commercial and retail customers.
• S upport other duties as assigned (audit regional site support, sustainability, strategic projects, cross-functional collaboration, etc.).

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, Managers across all functions

External: Directors and managers in logistics, customer operations, store operations, DC operations, customer service

Qualifications

• Bachelor’s Degree minimum
• 5-7 years Sales and Account Management Experience
• 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
• Commercial Manufacturing
• Consumer Retail, Grocery and Mass Merchandise

Skills and Knowledge

• Working in complex business models, systems and procedures
• Expert knowledge of supply chain
• Knowledge of consumer retail landscape
• Leading in a matrix organization
• Personal relationship building capability
• Negotiating commercial agreements
• Innovative value proposition development

Experience (French)

Le charg de compte ventes régionales commercial et détail est responsable de l'exécution sur le terrain des priorités stratégiques dans nos portefeuilles de clients fabricants, commerciaux et détaillants. Cette personne est responsable de la croissance d’un portefeuille. Grâce à sa base de responsabilités en lien avec les comptes commerciaux le titulaire de ce poste cherchera augmenter la rentabilité de son territoire assigné. Cette personne aidera nos clients commerciaux et détaillants à obtenir de l’information au moyen de séances de contact fondées sur l’analyse des données, sur la santé du compte, de renseignements sur les clients et d’une planification astucieuse pour le marché. Cette personne utilisera sa présence sur le terrain pour chercher de nouvelles occasions de croissance pour soutenir l’expansion globale des volumes du réseau, informer nos clients ainsi que protéger nos actifs tout en présentant notre modèle de partage et de réutilisation.

Porte

• Portefeuille de clients fabricants commerciaux assignés.
• Clients détaillants assignés dans le territoire.
• Soutien de l’exécution des ventes sur le terrain pour les pairs partout au Canada.
• Responsabilité du territoire ou de la région attribué(e).

Principales responsabilités (français)

• Soutenir, développer, aligner et exécuter des stratégies pluriannuelles afin d’augmenter les revenus et les profits bruts par la planification commerciale collaborative.
• Élaborer des ententes contractuelles pour les clients fabricants commerciaux.
• Développer des relations proactivement avec les clients en tirant parti des stratégies de canal complètes.
• Utiliser l’information acquise pour proposer des idées innovantes ayant une incidence sur la création de valeur.
• Développer proactivement une compréhension approfondie de l’entreprise et des besoins du client par l’analyse des données.
• Responsable de favoriser les objectifs de développement durable et pour les questions ESG.
• Conduire des examens commerciaux avec les dirigeants des clients stratégiques et collaborer avec les partenaires de soutien.
• Trouver les occasions d’optimisation et de nouvelles solutions commerciales fondées sur les plans d’exécution des clients commerciaux et détaillants.
• Responsable de gérer un portefeuille et d’atteindre les objectifs de vente.
• Limiter les risques et veiller à l’exactitude des données dans les systèmes de gestion des relations clients.
• Chercher activement les retours clients pour soutenir les taux de réponse NPS.
• Consacrer 45%-65% du temps en contact direct avec les clients du territoire.
• Role de soutien régional sur le terrain pour les comptes nationaux.
• Soutenir d’autres tâches au besoin.

Remote Type: Hybrid Remote

Requirements

Required Experience

Key Skills: Business Development, Customer Service, Revenue Growth, Account Management, CRM, Salesforce, Negotiation, Relationship Management, Strategic Selling, Value Propositions

Employment Type: Full-Time

Experience: years

Vacancy: 1

EEO Notice

We are an Equal Opportunity Employer and committed to developing a diverse workforce. We do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, veteran status, disability, or any other protected class.