Manager, New Business Development, IBC's

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CHEP is the world leader in pallet and container pooling services, serving many of the world’s largest companies. CHEP issues, collects, conditions and reissues more than 265 million pallets and containers from a global network of more than 500 service centres in 42 countries, helping manufacturers and growers transport their products to distributors and retailers.

CHEP partners with customers to develop pooling solutions that ensure reduced product damage, offer enhanced delivery efficiencies, eliminate waste and cut supply chain costs, adding exceptional value for its customers. With more than 300,000 customers around the globe, including Procter & Gamble, SYSCO, Carrefour, Kellogg’s, Woolworths, Kraft, Nestlé, Lion Nathan, The Home Depot, Tesco, Unilever, Hewlett Packard, Ford and GM, CHEP is known for “Handling The World’s Most Important Products…Everyday."


CHEP employs more than 7,700 employees in 42 countries and benefits from more than four decades of industry experience internationally.





Location: FL_Orlando Relocation Provided: Yes, within country Education Required: Bachelors Degree Experience Required: 5 - 7 Years Position Description: Job Title: Manager, New Business Development, IBC’s Function: Sales Reports to: General Manager, IBC Business Direct Reports: None Job Location: US; must be near a major airport POSITION QUALIFICATION SUMMARY Responsible to identify, develop and close new business opportunities for the CHEP Intermediate Bulk Container (IBC) business. Interface with IBC account managers, pallet sales managers and customer service to pursue and generate new leads. Establish relationships with HQ and plant-level personnel: procurement, supply chain, finance and sales at each account. Ensure that the implementation and continuing execution of our pooling programs are recognized as an integral, cost saving part of our customers’ operations. Work with and coordinate the transition of newly opened business to an assigned account manger to ensure a smooth hand off of the account. Key Accountabilities • Develop and pursue new business leads. • Develop blue sheets as per Miller Heiman sales methodology. • Generate new IBC business by utilizing field intelligence, marketing reports, inside sales leads as well as networking with pallet and IBC sales managers. • Meet/exceed all agreed upon volume, revenue and other critical goals/budgets. • Implement account management best practices and develop relationships at all levels of the customers’ organization. • Ensure reporting compliance and implement RFID as required. • Act as main liaison between the customer and CHEP, responsible for improving customer satisfaction levels, and delivering internal and external value propositions. • Lead contracts and price negotiations. • Utilize Siebel CRM Sales Funnel tools and properly document activity and maintain all databases. • Achieve A/R and Days Sales objectives. • Coordinate the transition of newly opened business to an assigned account manager after a specified time period. • Assist Customer Service and Stock Mgt on all stock takes and audits as well as reconciliations. • Develop agendas, proposals, and presentations for prospect accounts and customer business reviews. • Ensure appropriate contractual terms are instituted per existing contracts. • Complete all budgeting/forecasting accurately and on time. • Perform other duties as assigned or deemed needed. • 100% travel required. Qualifications Mandatory Qualifications: • Bachelors degree in business, engineering or related field; MBA is preferred • Food industry or IBC industry background and contacts • Ability to take the initiative and cold call as necessary; strong negotiation and closing skills • Ability to leverage technical and consultative selling techniques to address customer issues • Minimum 5-7 years of sales or account management experience • Proven communication and presentation skills Desired Qualifications: • Knowledge of food industry / prior experience in working with food raw materials. • IBC industry background is preferred. • Familiarity with the FMCG industry and raw material integration. Certifications (Required or Preferred): • Food industry certifications and/or sales certifications preferred. Technology Expertise: • Understanding of food manufacturing process • Knowledge of sales funnel management and Siebel CRM is a plus. • Knowledge of Miller Heiman sales process and blue sheet development is a plus.