Commercial Manager

1 dia atrás

São Paulo, São Paulo, Brasil CHEP Tempo inteiro
Position PurposeTo lead commercial account management activities for CHEP Brazil, accountable for 97%+ of national volume (except Emerging accounts) and reporting directly to Country General Manager (CGM). Key performance areas include developing and maintaining strategic relationship with key customers (Quarterly Business Review, monthly performance outlook and brilliant account health), unlock lane expansion opportunities, enhance vertical integration (inbound), deliver strategic JPBs to enhance performance improvement in supply networks, strengthen sustainability value proposition and value creation, lead commercial negotiations for pricing increase and profitability improvement, strategically manage resource allocation of key account executives.The role carries responsibility for a pool of 16 M de pallets movement.Major/Key AccountabilitiesStrategic alignment & growth:
develop the strategic and tactical roadmap of Brazil's commercial strategy, focused on brilliant execution of programs and initiatives to drive the implementation of growth and customer experience ambitions. Deliver commercial targets, including:
lane expansion opportunities, vertical integration expansion, pricing and profitability enhancements. Protect the core, with implementing defence actions to strengthen our solutions over white-pallet exchange and other pooling competitors;
and delivering brilliant account health, minimizing friction points and enhancing effortless experience.Customer Experience:
deliver brilliant CX to our customers, comprehensively managing NPS metrics and transactional surveys with customers, key account executives and other functions (CSO, Supply Chain and Retail Solutions).Transformation:
lead key initiatives to drive the Transformation programme for Commercial function in Brazil enabled by our Digital capabilities (data, technology, Ultra devices, targeted diagnostics, continuous diagnostics) and Solutions (DCS, Managed Exchange, LMS, among others).People:
develop a high-performance team and key individuals who will grow lead commercial account management. Work to increase engagement through improving the work experience of the team members, invest in appropriate zero harm initiatives, job training and coaching. To inspire and develop beyond their current roles and modelling the right behaviours.Cost efficiency:
ensure delivery of functional budget, working with peers to identify opportunities to improve efficiency.Relationship management:
build strong multi-level relationship with customers, from owners and senior leaders to operational workforce, targeted participation in customer and industry forums to increase CHEP's visibility and credibility in the market.Contribute to the overall strategic direction in Brazil and act as a role model to employees in Latin America. Work collaboratively with all employees to optimise the efficiency and effectiveness of activities.ExperienceMinimum 4 years in a commercial manager role with people leadershipMinimum 10 years in general business experienceSkills and KnowledgeThe individual will be able to demonstrate a successful track record of:
Delivering outstanding resultsDelivering high standards in customer experienceMastering execution of projects and initiativesLeveraging data driven capabilitiesSolid understanding of commercial finance and investment decisionsDealing with business leaders in complex commercial negotiationsLeading teamsCapable of dealing with ambiguity

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