Description
Position Purpose
The purpose of the European Key Accounts (EKA) Team is to enable the most iconic brands to seamlessly connect to people in the most sustainable way, providing such compelling value as for CHEP to be identified as an essential Partner of the Best Performing Supply Chains
The European Key Account Director (EKAD) is responsible to build, nurture and grow strong, profitable and collaborative long-term relationships with our most strategic customers across CHEP Europe in alignment with EKA Team Strategy
Critical to the success of this role will be her/his ability to unlock superior Value and Customer experience by developing sales strategies and collaborating with various internal teams to ensure the delivery of effective solutions.
Major/Key Accountabilities
Ensure service excellence through proactive account management and control.
Develop strong relationships across the customer’s organization and watch competition closely. Retain and profitably grow our European customers.
Develop, implement and constantly refresh the account strategy.
Drive targeted profitability improvement plans by customer, ensure accurate pricing and cost recovery, asset control, efficiency and timely payments.
Drive efficiencies for customer and CHEP, reduce cost to serve, improve asset productivity, simplify processes.
Implement consistent, standardized and future-proof contracts which enable longer term partnerships. Be strategic, thorough, and visionary.
Help our customers and our business grow through accelerated lane expansion, geographic expansion and service & portfolio extension.
To utilize partner relationships to develop, test and introduce innovative product platforms and services
Deliver value to our customers and CHEP by working collaboratively and leveraging all Brambles’ resources and expertise to identify and pursue new opportunities (i.e. Digital, LMS, Inbound Solutions, Collaborative Transport Solutions and B2B integration)
Develop, coach and train direct report, building appropriate career and succession plan.
Development of a strategy and relationship plan for the designated European Key account (account strategy) aimed at customer satisfaction, long term sustainable growth, improved financial performance via pricing at value, collaborative initiatives, focus on cash management and asset productivity.
Be a role model always acting with integrity and in alignment with the EKA way of working
Facilitate open, two-way, structured and multi-level communications between CHEP and customer senior management. Enlarging relationship network.
Understand our customer’s key priorities and ensure the delivery of year on year improvements to our services and tangible increases in the value creation.
To grow our revenue with these customers both through geographic expansion and through lane expansion as well as new revenue streams, always pricing at value.
Ensuring that CHEP maintains excellent pan-European service levels to these key customers at a local and European level.
Communicate, collaborate and involve local and central teams on the strategy for each account specially in the framework of contract renewals/ tenders, optimisation, standardization and growth opportunities.
To lead the local EKA Managers – establishing priorities, coaching and mentoring and monitoring performance.
To identify new potential services of products that would support our growth and retention efforts.
To work with new opportunities and existing large customer account leads to identify significant opportunities for value creation
Experience & Qualifications
Strong commercial knowledge with strategic thinking and solution orientation
Strong solution selling and value-based selling skills, experience in selling and consistently exceeding targets, ideally within the supply chain logistics space
Ability to ideate with customers and to identify and develop value propositions and positive business outcomes
Knowledge of sales processes and methodologies teamed with creativity in lead generation helping to transform opportunities into concrete outcomes, including the efficient use of CRM tools.
Ability to interface with buyer persons across levels from senior executives to technical/ operations/quality control buyers at Fortune 500 companies
Proven track record of Business improvement and strategic portfolio management.
Languages
Essential: Fluent in English
Desirable : Fluency in one other EU language
Preferred Education
Bachelors
Preferred Level of Work Experience
More than 10 years
Remote Type
Hybrid Remote
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 <
