Key Account Executive

CHEP

Position Purpose :

Responsible for managing portfolio of CHEP’s Major and Key customers for retention and growth within the Category. Customer base includes high revenue and volume customers as well as EKAs and strategic future prospects from major FMCG and manufacturing sectors. Key objectives of the role are to protect existing customer revenue, meet the business growth targets by expansion through existing Customers as well as bringing new Customers in the defined Category and increase customer satisfaction.

Key Accountabilities

• Managing a portfolio of Key customers,
• Explore new opportunities and expand the Sales Funnel in the specific category,
• Negotiating new offers with prospects, submitting offers and carrying out the entire sales cycle,
• Protect and develop existing customer revenue in line with the Country growth targets,
• Lead lane expansion growth beyond existing businesses,
• Build networks and relationships with stakeholders at all levels within customer's organizations,
• Drive improved customer satisfaction and engagement,
• Develop and drive strategic relationships with major customer portfolio,
• Establish and maintain smooth communication platforms between local business and EKA Teams,
• Prepare and present large account management plans for senior management review,
• Investigate and asses transport collaboration opportunities where possible,
• Lead contract negotiations and renewals with customers,
• Execute audit program in line with CHEP annual audit plan.

To qualify for this role, you should have

• Minimum 5-6 years experience in a customer-facing, field-based role
• Bachelor’s degree in Business, Economics, Engineering or similar
• Strong negotiation, customer communications, commercial negotiation and project management skills

Skills and Knowledge

• Strong networking, relationship building and inter-personal skills
• Excellent commercial negotiation and presentation skills
• Siebel & BW & SAP user & Sales Force
• Excellent analytical skills and detail oriented
• Able to effectively handle and manage a high degree of multiple tasks
• Creative problem solver
• Good knowledge of CHEP’s business processes and Supply Chain
• Proficient use of MS Office
• Ability to travel
• High level written and verbal communication in Turkish and English