The posting
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
Key Responsibilities May Include:
- Design and execute long-term strategic plans to protect, grow, and improve customer relationships, ensuring sustainable partnerships and alignment with CHEP’s growth objectives.
- Cultivate and maintain senior-level relationships with key customers, positioning CHEP as a trusted partner, thought leader, and preferred service provider in the industry.
- Identify and promote innovative supply chain and operational solutions, ensuring the company remains competitive and responsive to evolving market demands and customer needs.
- Drive profitability by managing and achieving revenue targets, asset control goals, and account management objectives, ensuring strategic alignment with company financial goals.
- Collaborate with internal teams, including customer solutions, sales, operations, and logistics, to address customer challenges, optimize service delivery, and enhance the overall customer experience.
- Lead, coach, and develop a high-performing team of Account Executives, fostering a culture of accountability, collaboration, and continuous improvement to drive business outcomes.
- Champion a Zero Harm culture by ensuring adherence to safety protocols and actively promoting a safe and compliant working environment within the team and across customer interactions.
- Represent CHEP at industry forums, conferences, and public speaking engagements to strengthen the company’s reputation as a leader in the field and drive customer advocacy.
- Monitor and analyze key performance metrics, including customer satisfaction scores, NPS, and profitability indicators, implementing action plans to address areas of improvement and ensure long-term success.
Position Purpose
Lead and direct a team of Account Executives and Business Development professionals to drive strategic customer growth, maximize revenue, and ensure sustainable partnerships through effective account management and new business development.
Develop and implement long-term, multi-year customer strategies aimed at strengthening relationships, driving profitability, expanding market penetration, and ensuring the delivery of innovative solutions that align with CHEP's overall business objectives.
Oversee customer satisfaction and service excellence initiatives, ensuring operational efficiency, optimizing sales pipelines, and driving continuous improvement across all accounts and sectors.
Major/Key Accountabilities
• Design and execute long-term strategic plans to protect, grow, and improve customer relationships while developing sales strategies focused on acquiring new business in high-potential sectors, ensuring alignment with CHEP’s growth objectives.
• Cultivate and maintain senior-level relationships with key customers, stakeholders, and decision-makers, positioning CHEP as a trusted partner, thought leader, and preferred service provider while securing long-term partnerships.
• Drive profitability by achieving revenue targets, asset control goals, account management objectives, and new business growth targets, ensuring alignment with company financial goals.
• Identify and promote innovative supply chain and operational solutions, ensuring the company remains competitive and responsive to evolving market demands and customer needs.
• Conduct market analysis to identify emerging trends, assess competitive dynamics, and uncover opportunities for business expansion.
• Lead the negotiation of high-value commercial proposals and contracts, ensuring alignment with profitability objectives and company policies.
• 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, including Customer Solutions, Sales, Operations, Logistics, Marketing, Finance, and Supply Chain, to address customer challenges, optimize service delivery, and drive business growth.
• Lead, coach, develop, and mentor a high-performing team of Account Executives and sales professionals, fostering a culture of accountability, collaboration, continuous improvement, and achievement of business objectives.
• Monitor and analyze key performance metrics, including customer satisfaction scores, NPS, profitability indicators, sales KPIs, and pipeline performance, implementing action plans and providing data-driven insights to senior leadership.
Major/Key Accountabilities
• Design and execute long-term strategic plans to protect, grow, and improve customer relationships while developing sales strategies focused on acquiring new business in high-potential sectors, ensuring alignment with CHEP’s growth objectives.
• Cultivate and maintain senior-level relationships with key customers, stakeholders, and decision-makers, positioning CHEP as a trusted partner, thought leader, and preferred service provider while securing long-term partnerships.
• Drive profitability by achieving revenue targets, asset control goals, account management objectives, and new business growth targets, ensuring alignment with company financial goals.
• Identify and promote innovative supply chain and operational solutions, ensuring the company remains competitive and responsive to evolving market demands and customer needs.
• Conduct market analysis to identify emerging trends, assess competitive dynamics, and uncover opportunities for business expansion.
• Lead the negotiation of high-value commercial proposals and contracts, ensuring alignment with profitability objectives and company policies.
• 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, including Customer Solutions, Sales, Operations, Logistics, Marketing, Finance, and Supply Chain, to address customer challenges, optimize service delivery, and drive business growth.
• Lead, coach, develop, and mentor a high-performing team of Account Executives and sales professionals, fostering a culture of accountability, collaboration, continuous improvement, and achievement of business objectives.
• Monitor and analyze key performance metrics, including customer satisfaction scores, NPS, profitability indicators, sales KPIs, and pipeline performance, implementing action plans and providing data-driven insights to senior leadership.
• Represent CHEP at industry forums, conferences, and public speaking engagements to strengthen the company’s reputation as an industry leader and drive customer advocacy.
- Champion a Zero Harm culture by ensuring adherence to safety protocols and actively promoting a safe and compliant working environment within the team and across customer interactions.
Challenges/ Problem Solving
• Precision and quality of insight and commentary on the financial results and performance within market(s) under responsibility.
• Clearly communicate conclusions, analytical findings, and value-added information to internal stakeholders.
• Accuracy and quality of Budgets and Forecasts for the market under responsibility.
• Develop and implement strategic business initiatives identified to drive performance and achieve forecast/ targets throughout Brazil Market.
Authority/ Decision Making
Senior People Leader, leading teams who are focused on more complex market sectors/portfolio of accounts and higher revenue. Broad and specialized knowledge in field, works on complex issues where analysis of situations or data requires an in-depth knowledge. Able to coach, develop and support the team on all aspects related to competency. Uses initiative to develop ideas and lead projects across the wider team. Proactively managing and resolving issues and working autonomously with scope to find the correct solution to resolve.
Qualifications
Essential: Business B.A
Desirable: Master’s Degree
Experience
· 12+ years of progressive experience in Commercial, Sales, Key Account Management, Business Development, or Customer Growth roles.
· 7+ years of experience leading high-performing commercial teams, including managers and senior individual contributors.
· Proven track record of delivering sustainable revenue growth, profitability improvement, customer retention, and customer expansion in complex B2B environments.
· Demonstrated experience managing strategic relationships with C-level executives and senior stakeholders across large national and multinational customers.
· Strong experience developing and executing long-term commercial strategies aligned with business growth objectives.
· Experience leading cross-functional initiatives across Sales, Supply Chain, Operations, Finance, Customer Solutions, and other business functions.
· Demonstrated success leading business transformation, commercial excellence, and change management initiatives.
· Experience managing large customer portfolios with accountability for revenue, profitability, asset performance, and customer value creation.
· Experience with P&L management and accountability, including revenue, margin, cash flow, working capital, and profitability performance.
· Experience participating in executive leadership teams, contributing to business strategy, organizational development, talent decisions, and enterprise-wide decision-making.
· Experience operating within complex matrix and multinational organizations.
Skills and Knowledge
• Portuguese Fluent
• English Advanced (must have)
• Spanish Advanced (desirable)
• Solid data management and analytical skills
• Leadership and high-performance teams
Remote Type
Hybrid Remote
Skills to succeed in the role
Account Management, Business Development, Change Leadership, Coaching, Commercial Sustainability, Cross-Functional Collaboration, Customer Experience (CX), Customer Partnerships, Digital Customer Solutions (Dcs), Disruptive Thinking, Emotional Intelligence, Feedback, Inclusive Leadership, Influencing, Leading Customer Centric Teams, Our Business, Prioritization, Sales Communications, Strategic Thinking, 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.
Individuals fraudulently misrepresenting themselves as Brambles or CHEP representatives have scheduled interviews and offered fraudulent employment opportunities with the intent to commit identity theft or solicit money. Brambles and CHEP never conduct interviews via online chat or request money as a term of employment. If you have a question as to the legitimacy of an interview or job offer, please contact us at [email protected].
