Vice President, New Business Development

Description

Position Purpose :

The Vice President, New Business Development leads the development and execution of CHEP’s competitive sales strategy to enable profitable growth, support achievement of financial objectives, drive market expansion, increase customer retention and satisfaction and act as a change agent within the commercial space.

This innovative leader will be responsible for ensuring high performing sales teams who consistently deliver exceptional results, while proving themselves to be a thought leader both internally and throughout the wider supply chain industry.

Major / Key Accountabilities :

Closely follow and understand economic and industry trends, leveraging these insights to respond proactively to ever changing conditions

Grow CHEP’s market share within the USA business by identifying, evaluating and pursuing new markets, partners, channels and customers

Remain current in the business environment, competitive landscape and customer base to propose new and innovative products and services, pricing and / or business models

Play a key role in the development and deployment of the CHEP USA competitive sales strategy, oversee competitive intelligence efforts and engage in the strategic planning cycle

Aggressively identify, pursue and close business opportunities in line with CHEP’s strategic objectives

Develop and inspire people leaders across New Business Development who are passionate about creating high performing teams of capable salespeople, driven to achieve plan and prove themselves to be best in class

Effectively manage the sales pipeline (growth, conversion, and velocity), and utilize sales management tools (SalesForce, Pardot, PowerBI) to assess the effectiveness of current strategies and refine as needed in order to drive optimal performance

Partner closely with Finance and Revenue Management leadership to pursue profitable business with value-based pricing strategies showcasing CHEP’s extensive value proposition

Develop and maintain a vast industry network, remaining active in industry associations, panels, forums, publications, etc.

and acting as an innovative though leader within the space

Identify unique and creative solutions to challenges previously uncovered or addressed, pushing others to think and respond in new and innovative ways

Partner with internal and external senior leadership, building close relationships and exhibiting excellent stakeholder management and influence capabilities

Evaluate, and provide recommendation, on business cases detailing proposing initiatives, including factors such as investment requirements and financial projections

Required Qualifications / Experience :

BS degree in Supply Chain, Operations, Engineering, Business or related

10+ years’ experience in new business development sales and national account management within the supply chain and / or logistics industry

10+ years’ experience building, managing and developing effective, sizeable, sales teams

Proven record of designing and implementing innovative solutions, resulting in favorable business outcomes

Experience designing and executing successful strategic sales agenda

Proven record of utilizing economic and industry data to make informed, strategic decisions driving profitable business opportunity

Experience working cross functionally, across multiple leadership levels, breaking down silo’s and collaborating effectively

Logistics or FMCG experience

Experience reviewing and executing legal contracts

Desirable Qualifications / Experience :

Related Master’s Degree or MBA

Trained in Miller Heiman techniques / methodology (e.g. Conceptual, Strategic, LAMP, Gap)

Trained in GAP negotiation

CPG industry experience

Skills and Knowledge

Ability to apply new and innovative solutions to solve for complex business challenges

Ability to navigate complex customer requirements, gaining clear understanding of supply chain needs and offer solutions advantageous for both parties

Solutions sales / Complex Selling skills

Working knowledge of Six Sigma or other continuous improvement methodology

Ability to effectively communicate cross-functionally and with customers

Strong financial acumen and proficiency in value-based pricing, finance and modelling

Motivation and enthusiasm for continued learning

Ability to lead in matrixed organizational structures

Charismatic, positive, energetic and resilient leader able to motivate and energize teams through times of uncertainty and ambiguity

Market and customer knowledge; understanding of industry sector, market & supply chain

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