National Account Executive

Are you energized by the thrill of building new relationships and uncovering untapped business opportunities? Join us as a National Account Executive, where you'll lead the charge in driving strategic growth within key national accounts across the Canadian commercial organization.

The National Account Executive is responsible for directing and managing the development of strategic relationships within our top 60 national customers. Accountable for the growth of a portfolio representing $65M-$85M annualized revenue that could span our commercial manufacturing and retailers' portfolios as allocated. The facilitator of leading value through collaborative business planning solutions to influence key C-Level customer leaders.

Field Based Role: National scope across Canada, with emphasis on Western Canada (BC to Manitoba). Regular travel required; occasional U.S. travel (1-3 times/year).

Responsibilities Include:

• 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

Major/Key Accountabilities:

• Develop, align, and execute multi-year strategies to drive revenues and gross profits through collaborative business planning.
• Develop contractual agreements and strategic commercial terms.
• Proactively cultivates relationships with customers leveraging the end-to-end channel strategies within our commercial manufacturing and retail portfolios.
• Leverages insights to bringing innovative ideas that influence value creation.
• Proactively develop a comprehensive understanding of the customer's business and needs. Conduct business review with strategic leaders and ensure internal support partners are reviewing site KPI's with customer outlets.
• Identifies opportunities to drive optimizations and new business solutions based on customers' priorities.
• Positions oneself as a thought leader and trusted advisor to executive-level business decision makers.
• Accountable for managing a portfolio pipeline. Meet sales goals by reviewing forecasts, assessing, and mitigating risks, and ensuring data accuracy within customer relationship management systems.
• Actively seeks customer feedback regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining high levels of customer satisfaction.
• Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.
• Be an ambassador for CHEP Canada's core values of sustainability tied to environmental social governance (ESG)
• Act as Subject Matter Expert (SME) support business process that support organization growth
• Collaborate with internal partners on end-to-end value chain synergies to drive total system growth within retail and commercial manufacturing.

Measures:

• Volume/Revenue/Profitability
• Customer Net Promoter Scores
• Sales Funnel / Growth KPIs / Value Creation

Experience and Qualifications:

• Bachelor's Degree minimum
• 5-7 Years Sales and Account Management Experience
• Proven record of selling in highly complex strategic environments
• Extended work in cross functional matrix oriented internal structures
• Working in complex business models, systems, and procedures
• Expert knowledge of supply chain
• Leading in a matrix organization
• Personal relationship building capability
• Negotiating large complex agreements
• Innovative value proposition development
• Excellence in team building and personal development
• Environment Social Governance and Sustainability training
• Knowledge of retail supply and sales operations
• Knowledge of commercial manufacturing

Languages:

• English required
• French desired