Senior Key Account Executive

CHEP UK Ltd.; Chile; Híbrido; CLP 32.000.000 - 52.000.000; Jornada completa

Descripción de la vacante

CHEP UK Ltd. is seeking a Senior Account Manager to lead strategic relationships with major customers and drive revenue growth within a hybrid work model.

You will partner with senior leadership to develop joint business plans, negotiate favorable terms, and coordinate cross-functional teams across sales, logistics, and finance to deliver sustainable value and customer excellence.

Formación

• Extensive account management experience with major customers.
• Strong negotiation and cross-functional collaboration.
• Proficiency using Salesforce and SAP for CRM and analytics.

Responsabilidades

• Manage relationships with major customers, aligning with CHEP’s goals.
• Lead cross-functional teams to deliver value-added solutions.
• Develop Joint Business Plans and negotiate renewals.

Conocimientos

Account management

Negotiation

Cross-functional collaboration

Sales analytics

Herramientas

Salesforce

SAP

Power BI

Descripción del empleo

About CHEP

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 13,000 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. What does that mean for you? 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. And you can maximize your work-life balance and flexibility through our Hybrid Work Model.

Key Responsibilities

• Manage relationships with major customers, ensuring alignment with CHEP’s strategic goals and delivering revenue growth while achieving customer satisfaction targets.
• Collaborate with senior leadership and internal teams to create and implement strategic account plans, with a focus on identifying growth opportunities, optimizing costs, and promoting sustainability.
• Lead high-level negotiations and commercial tenders, securing favorable terms that meet both business objectives and customer expectations.
• Identify and capitalize on new business opportunities, driving incremental revenue and expanding CHEP’s market presence within your portfolio.
• Conduct regular business reviews and audits with customers, ensuring compliance with CHEP’s annual audit plan and maintaining accurate asset management records.
• Monitor and assess account performance metrics such as NPS and customer satisfaction, developing and executing action plans to address areas for improvement.
• Build and sustain relationships with stakeholders at all levels within customer organizations, driving strategic initiatives and improving supply chain efficiencies.
• Lead cross-functional teams to deliver innovative, value-added services and solutions that meet customer needs and promote mutual growth.

Account Ownership & Growth Execution

• Own daily customer relationship management and commercial execution, acting as a trusted advisor rather than a transactional seller.
• Deliver revenue growth, cross selling, lane expansion, and profitability, by proactively identifying new value pools and unmet customer needs.
• Build accurate forecasts and implement Account Plans; ensure forecast accuracy at account level, adapting quickly to changing customer dynamics.
• Develop customer-specific proposals and value cases, grounded in data and clear business outcomes.
• Monitor volume, revenue, and margin commitments, taking corrective action early when risks or opportunities emerge.

Strategic Partnership & Joint Business Planning

• Map stakeholders and develop multi-level relationships, building trust and influence across functions and seniority levels.
• Co-create Joint Business Plans (JBP) integrating customer needs with CHEP’s digital, operational, and sustainability solutions, with a focus on long‑term, scalable value creation.
• Lead growth negotiations, renewals, and agreements, balancing commercial outcomes with partnership sustainability.
• Drive digital solution adoption and sustainability initiatives, positioning S+ as a core enabler of the customer’s strategy.

Customer & Market Insight Generation

• Analyze KPIs and platform data to generate insights, translating data into clear, actionable recommendations.
• Recommend pricing adjustments and supply‑chain optimization, based on a strong understanding of customer economics and priorities.
• Provide market insights and competitive intelligence, anticipating trends and shaping the customer agenda proactively.

Health Monitoring, CX & Risk Mitigation

• Lead Account Health and Business Reviews, focusing on forward‑looking actions, not just performance tracking.
• Track operational KPIs and CX metrics, as well as feedback, to identify risks or issues and apply corrective and proactive actions, bringing structure and clarity to complex or ambiguous situations.
• Maintain accurate and reliable customer data in Salesforce.
• Manage I2A alerts and coordinate recovery.

Cross‑Functional Coordination & Project Delivery

• Coordinate cross‑functionally with Supply Chain, Customer Service, Digital, CX, Finance, and Retail to align actions and deliver seamless customer experience, breaking silos to ensure end‑to‑end value delivery.
• Act as the central point of contact to bring together all internal input needed to deliver customer outcomes, translating customer needs into clear internal priorities.
• Ensure consistent delivery, SLAs, and project execution across all teams supporting the customer, with strong follow‑through and accountability for outcomes.

Core Account Management Tasks

• Account growth & lane expansion.
• Customer portfolio retention.
• Customer profitability.
• Cross‑selling revenue.
• Forecast accuracy.
• Account Plan execution & JBP completion.
• CX metrics.
• SLA compliance and issue resolution time.
• Work autonomously with their accounts relying on the Area Manager when the situation requires it.
• Preparation of commercial proposals to customers and prospects.
• Work together with other operational areas to provide solutions to customer requirements (Request action plan and follow up to avoid quality problems in deliveries).
• Negotiate price increases.
• Coordination of team visits.

Competencies

• Customer‑Centric Mindset: Bias toward anticipating and meeting customer needs, with curiosity to uncover unarticulated needs and future opportunities.
• Stakeholder Management: Ability to influence and collaborate across multiple customer levels, building trust and long‑term partnerships beyond transactional interactions.
• Communication & Active Listening: Clarity, empathy, and persuasive communication, with the ability to simplify complex topics and articulate value to different audiences.
• Commercial & Analytical Competencies: Consultative Selling: Ability to identify and articulate value through insights, linking S+ solutions to measurable customer outcomes.
• Data Analysis: Comfortable interpreting operational and financial data to inform actions, translating data into clear, actionable recommendations.
• Revenue Growth Execution: Skilled in opportunity management and commercial planning, proactively identifying and converting new value pools.
• Operational Competencies: Problem Solving: Ability to diagnose issues and propose timely solutions.
• Detail Orientation: Accuracy in forecasting, reporting, and CRM management, while maintaining a strong focus on outcomes (not just activity).
• Project Coordination: Managing cross‑functional workstreams and customer implementations.
• Comfort with Ambiguity: Ability to operate effectively in evolving, unclear situations, bringing structure, prioritization, and clarity to move forward.
• Digital Competencies: Digital Tools Proficiency: Salesforce, SAP, Power BI, and digital customer platforms, used to drive insight‑led decision making.
• Insight Generation: Transforming digital data into actionable recommendations, and communicating insights in a compelling way to influence decisions.

Skills & Requirements

Desirable Spanish 100% Advanced English Must have own vehicle Remote Type Hybrid Remote Skills to succeed in the role Account Management, Adaptability, Building Rapport, Commercial Sustainability, Customer Experience (CX), Customer Partnerships, Data Storytelling, Digital Customer Solutions (Dcs), Empathy, Experimenting, Negotiation, Our Business, Relationship Management, Sales Communications, Taking Ownership, Teamwork, Understand Customers, Value Propositions

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.