Commercial Manager

Job Description

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 .

Key Responsibilities May Include

• Lead and mentor a team of Account Executives, fostering a high-performance culture focused on customer satisfaction, retention, and growth through strategic account management and sales initiatives.
• Develop and implement tailored business plans for key accounts, identifying opportunities for revenue growth, cost reduction, and strategic alignment with CHEP’s broader goals.
• Monitor and evaluate team performance against key metrics, including revenue targets, customer retention, and satisfaction scores, taking proactive measures to ensure continuous improvement and success.
• Build and strengthen relationships with key decision-makers at customer organizations, ensuring deep understanding of their business needs and driving value creation for both the customer and CHEP.
• Oversee the management of contract negotiations, pricing strategies, and account renewals to ensure alignment with CHEP’s strategic and financial objectives.
• Collaborate cross-functionally with Sales, Operations, and Logistics teams to design and implement solutions that enhance customer experience, streamline operations, and drive business value.
• Identify and capitalize on new business opportunities, leveraging market insights, customer feedback, and industry trends to expand CHEP’s footprint within assigned territories.
• Champion a Zero Harm culture, ensuring the team adheres to safety protocols and actively promotes a safe and compliant working environment.

Position Purpose

To 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 Accountabilities

Strategic 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.

Experience

• Minimum 4 years in a commercial manager role with people leadership
• Minimum 10 years in general business experience

Skills and Knowledge

The individual will be able to demonstrate a successful track record of:

• Delivering outstanding results
• Delivering high standards in customer experience
• Mastering execution of projects and initiatives
• Leveraging data driven capabilities
• Solid understanding of commercial finance and investment decisions
• Dealing with business leaders in complex commercial negotiations
• Leading teams
• Capable of dealing with ambiguity

Languages

• Advanced English (essential)
• Spanish (desirable)

Remote Type

Hybrid

Skills to succeed in the role

Account Management, Account Management, Adaptability, Business Acumen, Business Development, Collaborative Development, Contract Management, Cross-Functional Work, Customer Satisfaction, Data-Driven Decision Making, Digital Literacy, Emotional Intelligence, Feedback, Inclusive Leadership, Innovation, Inspiring Others, Learn From Mistakes, Marketing Insights, Mentorship, Motivating Teams, Negotiation, Prioritization, Prospecting, Relationship Management, Revenue Growth

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

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