Senior Manager, New Business Development

CHEP USA; United States; Remote; USD 180,000 - 280,000; Full time

Job summary

CHEP USA is seeking a senior commercial leader to drive new business growth and customer acquisition across the U.S. You will lead a team responsible for building pipeline, developing customer relationships, and executing growth strategies with strong visibility and influence within the organization.

The role requires strategic thinking, people leadership, and proven success in growth initiatives, pipeline management, and partnering with Marketing, Finance, and Supply Chain to deliver measurable

Qualifications

• Bachelor's degree or equivalent experience required.
• Experience leading sales, business development, or commercial teams.
• Proven success developing and executing growth strategies.
• Strong people leadership, coaching, and talent development.
• Experience with prospecting, lead generation, and pipeline management.
• Excellent communication, presentation, and relationship-building skills.
• Ability to thrive in a fast-paced, results-oriented environment.
• Strong analytical and problem-solving skills.
• Experience utilizing Salesforce.

Responsibilities

• Lead, coach, and mentor a team of sales professionals to achieve targets.
• Develop and implement sales strategies focused on acquiring new business.
• Build and nurture relationships with key stakeholders for long-term partnerships.
• Manage and optimize sales funnels and pipelines with forecasting.
• Collaborate with Marketing, Finance, Supply Chain to drive growth.
• Conduct market analysis to identify trends and opportunities.
• Lead negotiations of high-value commercial proposals and contracts.
• Monitor KPIs and provide data-driven insights to leadership.

Skills

People leadership

Sales leadership

Prospecting & pipeline

Communication

CRM (Salesforce)

Analytical skills

Relationship building

Education

Bachelor's degree or equivalent

MBA or advanced degree

Tools

Salesforce

Job description

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.

Job Description

Job Description This is a senior commercial leadership role focused on driving new business growth and customer acquisition. You'll lead a team responsible for building pipeline, developing new customer relationships, and executing growth strategies across the U.S. market. The role combines people leadership, business development, strategic planning, and revenue ownership, offering strong visibility and influence within the organization.

Key Responsibilities

• Lead, coach, and mentor a team of sales professionals to achieve individual and team sales targets, ensuring continuous growth and development.
• Develop and implement comprehensive sales strategies focused on acquiring new business in high-potential sectors, ensuring alignment with corporate growth objectives.
• Build and nurture strong relationships with key stakeholders and decision-makers to secure long-term partnerships and improve customer retention.
• Manage and optimize sales funnels and pipelines, leveraging tools such as Salesforce for accurate forecasting and timely execution of sales initiatives.
• Collaborate with cross-functional teams (Marketing, Finance, Supply Chain) to drive business growth and align on strategic objectives.
• Conduct market analysis to identify emerging trends, assess competitive dynamics, and uncover new business opportunities for expansion.
• Lead the negotiation of high-value commercial proposals and contracts, ensuring alignment with profitability goals and company policies.
• Monitor and report on key performance indicators (KPIs) while providing data-driven insights and recommendations to senior leadership for continuous improvement.

About the Role

We are seeking an experienced and driven commercial leader to lead a high-performing team focused on new customer acquisition and market expansion across the U.S. This role is responsible for developing growth strategies, building qualified sales pipelines, coaching business development professionals, and driving the successful conversion of new business opportunities. The ideal candidate is a strategic thinker with a passion for developing people, identifying market opportunities, and delivering measurable business results. This is an excellent opportunity for a leader who enjoys building new relationships, creating growth strategies, and influencing commercial success.

What You'll Do

• Lead, coach, and develop a team of Business Development Managers and Sales Development Representatives.
• Drive new customer acquisition and market expansion efforts across targeted industries and customer segments.
• Develop and execute prospecting and pipeline-generation strategies.
• Partner with commercial leadership to identify and prioritize growth opportunities.
• Analyze market trends and customer needs to uncover new business opportunities.
• Build and maintain relationships with prospective customers, partners, and industry contacts.
• Improve pipeline quality, conversion rates, and sales effectiveness through coaching and performance management.
• Collaborate closely with Marketing, Communications, Sales and Solutions teams to execute growth initiatives.
• Leverage data and insights to monitor team performance and optimize business development activities.
• Champion consistent CRM utilization and maintain accurate sales activity and pipeline data.
• Foster a culture of accountability, collaboration, and continuous improvement.

Required Qualifications

• Bachelor's degree or equivalent experience.
• Experience leading sales, business development, customer acquisition, or commercial teams.
• Proven success developing and executing growth strategies.
• Strong people leadership, coaching, and talent development capabilities.
• Experience with prospecting, lead generation, and pipeline management.
• Excellent communication, presentation, and relationship-building skills.
• Ability to thrive in a fast-paced, results-oriented environment.
• Strong analytical and problem-solving skills.
• Experience utilizing CRM platforms such as Salesforce.

Preferred Qualifications

• Experience within supply chain, logistics, manufacturing, industrial, packaging, consumer goods, or related industries.
• Experience leading geographically dispersed teams.
• Advanced degree or MBA.

Remote Type

Fully Remote

Skills to succeed in the role

Account Management, Building Rapport, Business Development, Change Leadership, Coaching, Collaboration, Commercial Sustainability, Customer Experience (CX), Customer Partnerships, Data Storytelling, Digital Customer Solutions (Dcs), Disruptive Thinking, Feedback, Inclusive Leadership, Leading Customer Centric Teams, Motivating Teams, Negotiation, Our Business, Prioritization, Relationship Management, Sales Communications, Self-Awareness, Value Propositions

Equal Opportunity Employer

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.

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, for available positions.