Senior Account Manager - Field Based

CHEP helps move more goods to more people, in more places than any other organization on earth via our 347 million pallets, crates and containers. We employ approximately 13,000 people and operate in 60 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

🌟 Senior Account Manager – Drive Growth, Build Loyalty
Are you passionate about building strong customer relationships and unlocking growth potential? Join our team as an Account Development Manager focused on our Paper/Packaging category, where you'll take ownership of a portfolio of 18 to 40 high-growth potential accounts within a specific product category.
In this role, you’ll:
Lead strategic account development, nurturing and expanding existing customer relationships.
Collaborate cross-functionally to deliver tailored solutions that drive satisfaction, loyalty, and long-term value.
Execute targeted growth strategies, identifying opportunities and turning insights into action.
Be the voice of the customer, ensuring their needs are met and exceeded through proactive engagement and innovation.
If you're a relationship builder with a growth mindset and a knack for strategic execution, we want to hear from you.
Let’s grow together.

Key Responsibilities May Include:

• Manage relationships with major customers, ensuring alignment with CHEP’s strategic goals and delivering revenue growth while achieving customer satisfaction targets.
• Collaborate with senior leadership and internal teams to create and implement strategic account plans, with a focus on identifying growth opportunities, optimizing costs, and promoting sustainability.
• Lead high-level negotiations and commercial tenders, securing favorable terms that meet both business objectives and customer expectations.
• Identify and capitalize on new business opportunities, driving incremental revenue and expanding CHEP’s market presence within your portfolio.
• Conduct regular business reviews and audits with customers, ensuring compliance with CHEP’s annual audit plan and maintaining accurate asset management records.
• Monitor and assess account performance metrics such as NPS and customer satisfaction, developing and executing action plans to address areas for improvement.
• Build and sustain relationships with stakeholders at all levels within customer organizations, driving strategic initiatives and improving supply chain efficiencies.
• Lead cross-functional teams to deliver innovative, value-added services and solutions that meet customer needs and promote mutual growth.

Category: Paper & Packaging Industry

Location: Field based US - Must be located near a major airport

Travel: 30-50%

Major/Key Accountabilities:

• For designated portfolio, develop account strategies, including identifying value streams, in collaboration with key customer stakeholders.

• Identify, build and manage relationships with key customer decision makers and influencers (including creating a relationship management plan), using NPS to identify measures required to improve customer experience, develop and deliver plan of actions and deliver on the account growth strategy and to steer the CHEP team.

• Drive cross-functional alignment with internal experts to configure solutions and negotiate contractual terms that meet customer’s strategic goals (i.e., relentless customer focus).

• Develop and execute tailored strategies for customers that ensure their ongoing satisfaction and loyalty leading to growth and profitability of the account.

• Shape and manage ongoing sales opportunities to grow account, manage cross-functional teams to deliver proactive proposals, RFP responses, contract renewals, and continuous improvement plans.

• Monitor impact delivered to customer on an annual basis, align on the results with key stakeholders, and delivering on growth objectives.

• Collaborate with integrated marketing team and leverage sales enablement platform to share relevant brand materials and collateral to build strong customer relationships, support customer success story creation.

• Collaborate with Logistics and Customer Experience teams to deliver high customer service and day to day operations.

• Own strategic, financial and operational performance of the account: Track and report out on key metrics measuring impact delivered to customer; lead cross-functional team to deliver annual account objectives; lead regular customer business reviews, oversee performance vs agreed KPIs, proactively and timely resolution of any performance issues.

• Act as a subject matter expert and develop own capability to leverage best in class account management methodology, technology and cross-functional collaboration.

Qualifications:

• Bachelor’s Degree minimum or related experience

• 5-7 Years Sales and Account Management Experience

• Preferred experience in Paper/Packaging Industry

Experience:

• Proven success in developing & managing strategic relationships with key contacts

• Experience managing a book of business greater than $5M in sales

• Account Management experience within FMCG, Supply Chain, or Transportation/Logistics. Paper/Packaging preferred.

• Proven record of selling / negotiating in highly complex strategic environments

• Proven success driving significant volume growth with existing customers through relationship development

• Extended work in cross functional matrix oriented internal structures

• Experience identifying joint business initiatives (farming within customer accounts) and implementing / delivering against those opportunities

• Ability to manage multiple accounts efficiently while overseeing projects and deadlines

Remote Type

Fully Remote

Skills to succeed in the role

Account Management, Active Learning, Adaptability, Asset Management, Business Strategies, Communication, Cross-Functional Work, Curiosity, Customer Retentions, Customer Satisfaction, Digital Literacy, Emotional Intelligence, Empathy, Initiative, Negotiation, Partnership Development, Problem Solving, Relationship Management, Revenue Growth, Solutions Development, Stakeholder Engagement, Strategic Planning, Value Propositions

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].