Account Manager, Retail Supply Chain Solutions

The Retail Supply Chain Solutions is a Strategic Account Manager is responsible for the overall strategic direction and management of select CHEP Wholesaler and traditional Retail Grocery customers they will work closely with the field-based Field Service Representative Team and multiple cross-functional internal departments (Operations, Logistics, Finance, Customer Solutions, Customer Controls and Audit Teams) to optimize asset productivity and profitable customer interactions. Role will focus on creating sustainable customer partnerships and platform growth, along with incremental revenue generation through the sale of Retail Solutions.

Location: Field Based US Central - Pacific Zones preferably, CA/AZ Ideally

Travel: 50% or more depending on resident location; must be located near a major airport

Major/Key Accountabilities

• Creates, aligns, and implements execution of customer strategic plan to be inclusive of Monthly Business Reviews (video conference) and Quarterly Business Reviews (Face to Face)
• Aligns success metrics with Customer’s internal business objectives around Operational Effectiveness, Cost Reduction Initiatives, Volume Growth
• Collaborates with Customer and CHEP internal functions to define and implement Strategic Initiatives resulting in joint supply chain savings and revenue generation
• Ensures customer and territory-level KPIs and initiatives are on track / acceptable thresholds
• Manages monthly Scorecard generation to provide full and transparent visibility on Account Health and Supply Chain Value Stream success to both CHEP and Customers.
• Uses regular score-carding to identify issues & opportunities to maintain/improve account health. Responsible for root cause identification & resolution for less-than-optimal metrics.
• Gains complete knowledge of Customer’s Supply Chain, resulting in identifying and leading additional operational efficiency initiatives and cost reduction opportunities
• Builds Customer Contact Web beyond daily corporate contact activities; inclusive of all functions / areas within the retail partnership: Sustainability, Strategy, Merchandising, Etc.
• Effectively communicate CHEP’s value proposition, provide innovation and align CHEP’s capabilities to customer needs and industry trends to enable growth
• Enable the launch of business model, new product and service offerings with identified retailers in portfolio
• Works closely with Operations, Transportation & Logistics to deliver profitable and effective support for CHEP & Retail partners.
• Regular contact with Field Service Representatives to ensure proper activities are being accomplished in the assigned territories
• Communicates needed support and direction to cross-functional teams through Salesforce, Outlook, Teams, and direct phone calls
• Demonstrates team collaboration to utilize necessary resources to drive proactive improvement to account health
• Manages ad-hoc reports to customer and internal stakeholders to support account management objectives
• Partners closely with Inventory Management to successfully execute annual physical inventory/audit process in a timely manner. Drive to minimal variances in assigned area.
• Utilizes customer survey (NPS) results to identify areas of opportunity to improve Account Management performance as well as build and execute action plans to better meet customer expectations
• Actively leads or participates in process improvement projects that impact customer loyalty drivers and help define CHEP value to customer.
• Actively seeks out future commercial opportunities and integrates into strategic and tactical plans
• Establishes sustainable long term customer relationships
• Completes and reinforces all Zero Harm policies
• Leads and executes successful matrix behaviors

Measures

• Profitability
• Asset Productivity
• Value Creation Targets for Customer and CHEP
• Individual Personal Development
• Customer NPS Results
• Invoiced Revenue generation (transfer increases, sales of Retail Solutions)
• Sales & Efficiency Funnel

Authority/Decision Making

• Customer Relationship Management
• Account Planning
• Joint Value Creation Strategy and Planning
• Brambles Value Proposition
• Growth Strategies within portfolio

Key Contacts

Internal: Directors/VPs all functions Managers all functions (Finance, Operations, Transportation, Logistics, Marketing, HR) Field Service Reps

External: Regularly Director and manager levels in logistics, operations, transportation, CSR/sustainability and customer services…. VP level for annual reviews

Qualifications

• Bachelor’s degree in Business or related field or equivalent job experience.
• Solid presentation skills, in-person and virtually with experience in Senior Level engagements
• Strategic thought-leadership and Innovation Management

Experience

• 5-7 years sales experience required including experience managing national customers
• 5-7 years within or closely interfacing with Supply Chain/Operations
• Proven record of selling in highly complex strategic environments
• Extended work in cross functional matrix oriented internal structures

Skills and Knowledge

• Understanding of CHEP’s business model, systems and procedures
• Expert knowledge of supply chain
• Miller Heiman Strategic Selling (desired) in complex environments
• Leading projects in and successfully navigating and leveraging a matrix organization
• Strong Personal/Professional relationship building capability
• Experience in conducting strategic customer relations
• Negotiating large complex agreements
• Innovative value proposition development
• Strong business acumen and excellent problem-solving skills
• Excellence in team building and personal development.
• Outstanding communicator across multiple environments and levels in organization.
• Highly Organized and self-motivated

Languages:

Required - English

Base pay range is $112,000-$130,000 annually

Salary ranges provided take into account a wide variety of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications, geographic differentials and other business and organizational needs. Therefore, actual amounts offered may be higher or lower than the range provided. If you have questions, please speak to your Talent Acquisition Partner about the flexibility and detail of our compensation philosophy.

Dependent on the position offered, other forms of compensation may be part of a total offering beyond medical & retirement benefits and may include other monetary incentives or business benefits.