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 ChainsThis 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 relationshipPreparation and coordination of customer tendersSupport local markets in managing their Growth opportunities and implementation of new businessShare best practice in Customer organization as well as EKA communityCoordinate NPS survey and translate NPS feedback into action plan / JBPBuild and maintain a European-wide network internally as well as externally with the customerBe aware of, and comply with, company policy and government legislation pertaining to internal administration, safety, competition, and commercial dealingWork self-directed across broad national and cultural environmentsBe able to work under time pressure with changing priorities while keeping controlKeep track of the total activity within the customer to get and be in a position to provide the complete view of the JBPManage specific and standard monthly reportingCoordinate EKAM activity, including the arrangement of monthly / bimonthly calls and notes of the callsSupport to EKAD in meeting and presentations preparations, Business Review (internal / External)Support to Credit Management for cash collection activity and coordination with EKAMsEnsure audit planning, coordination, and completionMonitor European performance (i.e. CT, FTR, on-time payments, volume, and spend) anticipating potential issues and red flags internally and to the customerSkills 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 spaceAbility to ideate with customers and to identify and develop value propositions and positive business outcomesComputer: Microsoft Office suite superior skills in Excel, Word, PowerPointCHEP e-tools: Siebel, SAP / BWLanguages
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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