Director, Sales National Accounts

CHEP JOB OPPORTUNITIES
THE GLOBAL LEADER IN SUPPLY CHAIN SOLUTIONS
“We Handle the World’s Most Important Products. Everyday.”CHEP is the global supply chain solutions leader in pallet and container pooling services, serving customers in a wide range of industrial and retail solutions in over 40 countries. Our services are based on a unique combination of customer-driven solutions, high quality products, sophisticated control systems, and well-managed global service center network and advanced logistics capabilities.
With more than 300,000 customers worldwide, we serve global giants such as Proctor&Gamble, SYSCO, Carrefour, Kellogg’s, ESSO, Shell, Woolworths, Kraft, Nestle, Lion Nathan, The Home Depot, Tesco, Unilever, Hewlett Packard, Ford and GM.
We enjoy operating as a mid cap company, with revenues of nearly $3B, experiencing double digit growth year after year.
If you want to join an extremely successful performance and growth oriented team, we’d love to hear from you. We offer a competitive compensation package, robust health and welfare benefit package including 401(k) with company match, lucrative incentive package for all employees, educational reimbursement and more are offered in conjunction with an exciting, fast paced work environment.Come help us …Handle the World’s Most Important Products. Everyday. EOE
REQUIREMENTS
Job Title: Director, Sales National Accounts
Function: Sales
Reports to: VP of Sales
Direct Reports: Yes
Job Location: Regional, OrlandoPOSITION QUALIFICATION SUMMARY
• Responsible for directing and developing a team of Sales Managers and Business Development Managers.
• Monitor and develop the growth of business against the company plan to meet revenue, receipt budgets and objectives.
POSITION DETAILS
•High energy, engaging sales, supply chain, logistics professional•Strong cross functional experiences (operations, finance, etc.)•Must have experience in a consultative sales environment•Must have experience in very complex sales involving multiple buying influences (sales decision agreed by multiple top level executives such as Ops, Purchasing, Finance, Supply Chain,etc.)•Direct sales experience preferred in large complex corporate accounts; supply chain/logistics experience preferred or strong understanding of same•Value based sales approach (exp. solely selling something based on price not applicable)
•Good understanding of financial side of business
•Experience selling a product where quality is important (not only price)•Candidate must use and believe in a sales process: Miller Heiman or some other comparable sales process•Responsible for 8-15 customers, including a variety of strong corporate accounts which may include some of the following:• Pepsi• Tyson• General Mills• Kraft• Kimberly Clark• Georgia Pacific•Will manage approx. $150 M worth of business•Will have 6-8 direct reports (sales managers, sales reps, business development managers).•Strong people developer•Travel 40-60% of time•Excellent skills in maintaining and improving complex customer relationships•Works with Sales managers and their accounts to advocate CHEP to existing lane opportunities, as well as to new vendors not on CHEP to grow distributor receipts from non-participating manufacturing customers.
•Aggressively resolves issues stalling expansion.
•Secures Volume Inceptive Programs (VIP) for all expansion opportunities to gain agreements for exclusivity, and reduced return costs to distributors in return for strong advocacy and actual growth in receipts.
•Closes national audits with shortages at an agreed to compensation rate to secure payment for lost CHEP assets.
•Implements price changes; negotiates/renegotiates effective contract terms and conditions.
•Compares actual versus budgeted results and tracks progress to responsible budgets.
•Prepares and communicates periodic sector KPI reports.
•Hires and develops effective sales team to meet internal and external business objectives regardless of hurdles and obstacles.
QUALIFICATIONSEducation Requirements and/or Preferences:
•Bachelors degree in business or related field or equivalent experience
Technical Skill Requirements:
•Approx. 10+ years total experience in sales, supply chain and/or logistics showing motivation and enthusiasm for continued learning• Prior supervisory and project management experience requiredEMPLOYER’S RIGHTS:This job description does not list all the duties of the job. You may be asked by managers to perform other duties. You will be evaluated in part based on your performance of the tasks listed in this job description.
The employer has the right to revise this job description at any time. The job description is not a contract for employment, and either you or the employer may terminate employment at any time, for any reason.