Commercial Manager

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. Overview You will join an international organization big enough to take you anywhere and small enough to get you there sooner. You will help change how goods get to market and contribute to global sustainability. You will 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 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 the Country General Manager (CGM). Key performance areas include developing and maintaining strategic relationships with key customers, unlocking lane expansion opportunities, enhancing vertical integration (inbound), delivering strategic JPBs to enhance performance improvement in supply networks, strengthening sustainability value proposition, and leading commercial negotiations for pricing increase and profitability improvement. 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 defensive actions to strengthen our solutions over white‑pallet exchange and other pooling competitors; deliver brilliant account health, minimizing friction points and enhancing effortless experience. Deliver brilliant customer experience across NPS metrics and transactional surveys with customers, key account executives, and other functions. Lead key initiatives in the Transformation programme for the Commercial function in Brazil, enabled by our Digital capabilities and Solutions. Develop a high‑performance team and key individuals who will grow and lead commercial account management; increase engagement through improving the work experience of team members and investing in zero‑harm initiatives, job training, and coaching. Ensure delivery of functional budget, identifying opportunities to improve efficiency. Build strong multi‑level relationships with customers from owners and senior leaders to operational workforce, increasing 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 Deliver outstanding results. Deliver high standards in customer experience. Master execution of projects and initiatives. Leverage data‑driven capabilities. Solid understanding of commercial finance and investment decisions. Deal with business leaders in complex commercial negotiations. Lead teams. Capable of dealing with ambiguity. Languages Advanced English (essential). Spanish (desirable). Remote Type Hybrid Remote Skills to Succeed in the Role 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 Equal Opportunity Employer 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 their 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, or basis of disability or any other federal, state or local protected class. #J-18808-Ljbffr