Now Hiring - CHEP - Transportation And Logistics Inside Sales Representative in Orlando, FL

Full description of the position

Position Purpose

Commercial ownership of corporate customer relationships in the SME sector (Small and Medium Enterprise). Responsible for protecting and growing account portfolio & profitability while winning new business opportunities. This position will operate in a specific geographical territory within a matrix sales environment in partnership with the local Business Dev Manager’s.

Major/Key Accountabilities

• Identify and close profitable growth opportunities among existing & new customers to exceed revenue growth targets against budget
• Maintain sustainable existing customer relationships by creating value & responding to risk
• Manage and improve portfolio iterative ROCI levels through price increase and other strategic actions to control costs
• Manage & close new business opportunities received from Marketing
• Oversee, negotiate, and ensure closure of ~40 customer audits annually
• Decision maker on all customer contract terms including regular terms, and one-off concessions
• Manage & implement all new or existing expectations and deliverables of customer relationship both internally to CHEP and externally to customer
• Manage customer opportunities (blue sheets), contacts, and touchpoints through Siebel
• Work closely with internal cross-functional teams in the development and implementation of processes aimed at account health improvement and control

Measures

• Revenue & Volume Targets
• Profitability Targets
• Lost Equipment Collection Targets
• Price Increase Targets
• Audit Closure Targets
• Customer Loyalty & Value Creation/NPS
• Days Sales Outstanding (DSO)

Authority/ Decision Making

• Initial decision point for customer contract terms, including pricing structure
• Execution of response to all escalated customer inquiries or concerns
• Primary communication point for CHEP’s business position to customers
• Initial decisions point for customer credit concession negotiation
• Initial decision point for value solutions selling
• Audit resolution and negotiation, including first decision point (Lost Equipment Fees)
• Partnering with BDM’s in matrix structure to identify& close growth opportunities
• Partnering with BSR team in a matrix structure to support account health resolve

Key contacts

Internal :

• Customer Controls & Intelligence, Marketing, Sales Finance, Contracts, Stock Management, Credit & Collections, Quality Team, Plant Operations, Logistics, Demand Planning, and Customer Care

External:

• Customers Contacts at all organizational levels, including but not limited to VP, Director and Manager, and all functions ranging from corporate purchasing to warehouse management

Qualifications

• Bachelor’s Degree or equivalent work experience

Essential Qualifications:

• Successful experience in sales or other relevant function. Demonstrated ownership of work and customer follow up.

Desirable Qualifications:

• History of sales success in a relevant role. Proven ability to exceed expectations in a fast-paced environment.

Experience

• 2-4 years of sales or other relevant experience
• Complex Selling Cycle
• Relationship or account management
• New Business or expansion accountability
• Prior Logistics or FMCG Industry experience preferred

Skills and Knowledge

• Effective selling & negotiation skills
• Effective customer relationship management skills
• Effective written & verbal communication skills
• Strong interpersonal skills
• Highly organized and self-motivated
• SPIN Selling
• Negotiation Skills
• Strategic Selling (Miller Heiman)
• Systems: Salesforce, Prism, Power BI

Languages

• English

The salary range for this position is $65,000 to $90,000 per year. The actual pay offered will be determined based on relevant business and candidate factors including but not limited to skills, qualifications, depth of experience, geographic location and business or organizational needs.

Job Type: Full-time

Pay: $65,000.00 - $90,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Shift:

• 8 hour shift
• Day shift
• Morning shift

Weekly day range:

• Monday to Friday

Work setting:

• Hybrid remote

Experience:

• Sales: 3 years (Required)
• Account management: 1 year (Required)
• Logistics: 1 year (Preferred)

Work Location: Hybrid remote in Orlando, FL 32819