Position Purpose
The purpose of the European Key Accounts (EKA) Team is to enable the most iconic brands to seamlessly connect to people in the most sustainable way, providing such compelling value as for CHEP to be identified as an essential Partner of the Best Performing Supply Chains
This position will be the partner to the European Key Account Director, to maintain an exceptional European customer experience through the management of the account health, negotiation process, retention strategy, and growth opportunities.
Scope
Portfolio of EKA customers within EMENA: US$ > 50M revenue with business in +20 countries.
Major / Key Accountabilities
Interacting with all key stakeholders internally e.g. countries, other departments - as well as externally e.g. key European Customer contacts, local Customer contacts, 3rd parties to ensure clear visibility, increase potential business in line with the commercial policy, assuring acceptable BVA ratio and account profitability.
To develop and manage the customer JBP including a detailed action plan with tracking to show actual v target savings and be the leader of the JBP projects, leading participating in internal and external reviews.
Coordinate local JBP information
Identify and develop new service and product opportunities / innovations at the Customer to grow, improve and secure our business relationship
Preparation and coordination of customer tenders
Support local markets in managing their Growth opportunities and implementation of new business
Share best practice in Customer organization as well as EKA community
Coordinate NPS survey and translate NPS feedback into action plan / JBP
Build and maintain a European-wide network internally as well as externally with the customer
Be aware of, and comply with, company policy and government legislation pertaining to internal administration, safety, competition, and commercial dealing
Work self-directed across broad national and cultural environments
Be able to work under time pressure with changing priorities while keeping control
Keep track of the total activity within the customer to get and be in a position to provide the complete view of the JBP
Manage specific and standard monthly reporting
Coordinate EKAM activity, including the arrangement of monthly / bimonthly calls and notes of the calls
Support to EKAD in meeting and presentations preparations, Business Review (internal / External)
Support to Credit Management for cash collection activity and coordination with EKAMs
Ensure audit planning, coordination, and completion
Monitor European performance (i.e. CT, FTR, on-time payments, volume, and spend) anticipating potential issues and red flags internally and to the customer
Skills and Knowledge
Strong Knowledge of sales processes and methodologies teamed with creativity in lead generation helping to transform opportunities into concrete outcomes, including the efficient use of CRM tools.
Strong solution selling and value-based selling skills, experience in selling and consistently exceeding targets, ideally within the supply chain logistics space
Ability to ideate with customers and to identify and develop value propositions and positive business outcomes
Computer: Microsoft Office suite superior skills in Excel, Word, PowerPoint
CHEP e-tools: Siebel, SAP / BW
Languages
Essential: fluent English
Desirable: Fluency in an EU language
Preferred Education
Bachelors - Business Administration / Management
Preferred Level of Work Experience
Level has not been specified
Remote Type
Hybrid Remote
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