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Digital Customer Solutions Sales Lead

3 months ago

Alpharetta, United States Brambles Full time

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 .

Job Description

Position Purpose:

Digital is a fundamental element of the CHEP North America strategy. We will use our existing and new digital capabilities and information to power smarter more sustainable supply chain allowing us to Reimage how we work and serve customers, reshape how we manage our assets and reinvent our business models allowing greater partnership with customers which solve customer problems

The focus of Digital Customer Solutions (DCS) is to drive value for Brambles/CHEP America’s current and future customers by solving their challenges across their supply chain. These new solutions will strengthen our customers relationship through the value they provide customers while also developing new sources and revenue for CHEP.

The Digital Customer Solutions Sales Lead is responsible for developing and executing sales strategies, cultivating key client relationships, and driving revenue growth for the North America Region. He/she will lead the end-to-end sales process to ensure a healthy sales pipeline, build relationships, develop proposals, negotiate contracts, and bring accounts to close for handoff to the implementation team. The DCS Sales Lead will be tasked with understanding customer needs/pain points, scoping and presenting solutions, and collaborating with various internal teams to ensure the delivery of effective solutions. This individual will also play a key role in developing and driving the commercial strategy for DCS in North America, which includes customer segmentation, value proposition development, and go-to-market execution. 

Critical to the success of this role will be her/his ability to drive collaboration between the Brambles Digital teams and the Commercial teams within CHEP North America organization, ensuring alignment and partnership to maximize customer value and revenue.

This role will require an individual that is strategic, entrepreneurial, and consultative. 

Key Accountabilities:

Scope of job responsibilities include execution of go-to-market strategy and digital sales for DCS.

Direct reports to this role will include pre-sales, business development/sales, and customer success.

Responsible for executing the digital customer solutions go-to-market strategy for North America.

Build pipeline of direct opportunities for digital customer solutions (DCS) offerings.

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

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.

Collaborate with Brambles Digital and as needed, with regional Marketing to develop and refine positioning & packaging of solutions.

Ensure required commercial policy and scalable pricing models are in place for each solution.

Collaborate with Brambles Digital and regional Marketing and Commercial teams to develop and implement demand generation activities.

Scope, plan, and manage all types of customer deployments (unpaid, paid).

Maximize customer impact and collaboration with Implementation and delivery teams.

Collaborate with Brambles Digital and Legal to structure and develop commercial contracts and be the prime responsible for negotiating contracts with customers/prospective customers.

Become a recognized thought leader in digital, evangelize internally and externally to ensure visibility of offerings and "expert partner" status.

Qualifications:

10 years commercial sales experience, ideally selling into the manufacturers / retailers; working knowledge of industries such as food and beverage, groceries would be preferred

Customer curious mindset and the ability to build, negotiate and close Digital customer solutions deals with complex global organizations.

Experience in managing and upselling large Enterprise accounts, navigating across multiple internal stakeholders/ buyer personas.

Exposure to Internet of Things (IoT), track and trace, and digital solutions

Bachelor’s Degree

Experience:

Strong commercial knowledge with strategic thinking and solution orientation

Ability to ideate with customers and introduce new solutions, creating value using technology in the supply chain.

Strong solution selling and value-based selling skills, experience in selling and consistently exceeding targets, ideally within the supply chain logistics space.

An expert in identifying and developing customer value - translating functionality into value propositions and positive business outcomes for multiple customer stakeholders

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.

Ability to interface with buyer persons across levels from senior executives to technical/ operations/quality control buyers at Fortune 500 companies.

Versed in the fundamentals of asset digitization and digital/analytics solutions

Experience and interest in public speaking at conferences.

Skills and Knowledge:

Entrepreneurial, roll-up-the sleeves orientation.

Ability to work through ambiguity and problem-solve.

Ability to discern and articulate addressable customer pain points and opportunities.

Excellent verbal, written and presentation skills, with experience presenting to customers.

Proven track record in navigating across a cross-functional and matrixed environment.

Ability to work effectively both independently and as part of an international team.

Presence and Influence with senior management.

Preferred Education

Bachelors

Preferred Level of Work Experience

More than 10 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.