Business Development Manager, DCS

CHEP helps move more goods to more people, in more places than any other organization on earth via our 300 million pallets, crates and containers. We employ 11,000 people and operate in more than 55 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. 
What does that mean for you? You’ll join an international organization big enough to take you anywhere, and small enough to get you there sooner. You’ll help change how goods get to market and contribute to global sustainability. You’ll 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.

Job Description

Position Purpose:

Professional to lead sales activities for the North America Region. The Digital Business Development Manager will work closely with the broader sales team to build a healthy pipeline for Digital Customer Solutions. This role will build relationships, create opportunities, negotiate contracts, and close accounts for handoff to the implementation team.

This role requires a deep understanding of solutions and technology sales. Supply chain experience could be helpful but not a must.

Scope: US & Canada

Major/Key Accountabilities:

• Responsible for executing the digital business' go-to-market strategy for North America.

• Build pipeline of direct opportunities for Digital/SaaS (Software as a Service) offerings in the region.

• Drive these opportunities end-to-end, from lead generation to close, winning 1st deployments and expansion deals.

• Develop a strategy to grow market share, based on an "addressable market" that you will create and maintain in your area of responsibility.

• Identify, reach, and engage key decision makers and influencers in the region through existing relationships, networking, personal connections, client references, and industry events.

• Develop account strategies and drive execution of account plans for strategic targets.

• Support sales efforts to win large projects that include the Digital Solutions Suite, across all channels.

• Maximize customer impact and close collaboration with Customer Success and delivery teams.

• Become a recognized thought leader in your regional area: evangelize internally and externally to ensure visibility of offerings and "expert partner" status.

Challenges:

• Ability to manage in a fast paced, customer focused environment, will working with the product and engineering teams to ensure benefit realization for both the customer and Brambles.

Key Contacts:

Internal

• BU Sales Directors and Managers
• BU Account Managers
• BXBD Product Owners and Managers
• Digital Marketing Leads/Contractors

External

• Brambles Customers

• Brambles Vendors and Partners

• Industry/Trade Organizations

• BXBD Direct Customers (if any)

Qualifications:

• Minimum: Bachelor’s degree

Experience:

• A hunter with the ability to build, negotiate and close large Digital / SaaS deals with complex global organizations.

• Experience in managing and upselling large Enterprise accounts, working knowledge of the food and beverage industries and the automotive sector, building portfolio and/or systems in automation, reusables, safety and security. 

• 3-5 years Internet of Things (IoT), track and trace, or other SaaS experience

• Capability transformation experience

• Supply Chain, Retail or CPG manufacturer experience an advantage.

Skills & Knowledge:

• Strong Commercial Knowledge

• Create value using technology in the supply chain

• Ability to design and introduce new capabilities

• Negotiating complex agreements

• Negotiating large complex agreements

• Driven while offering a convincing personality with a high level of dedication and resilience.

• An expert in identifying and developing customer value - translating functionality into C-level value propositions and positive business outcomes for customers.

• 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. 

• Bringing people together around a vision.

• Versed in the fundamentals of digitalization & cloud, including basics of cyber security and data protection.

Preferred Education

Bachelors

Preferred Level of Work Experience

3 - 5 years

Remote Type

Hybrid Remote

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 his or her 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, and basis of disability or any other federal, state, or local protected class.

Individuals fraudulently misrepresenting themselves as Brambles or CHEP representatives have scheduled interviews and offered fraudulent employment opportunities with the intent to commit identity theft or solicit money. Brambles and CHEP never conduct interviews via online chat or request money as a term of employment. If you have a question as to the legitimacy of an interview or job offer, please contact us at [email protected].