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
The role of the Global Digital Commercial Office is to be a Centre of Excellence for Brambles’ Digital Customer Solutions business - defining the best practices and standard guidelines of the Digital Customer Solutions global commercial model. This is including (but not limited to) pricing model and strategy, competitive analysis and reporting, any Legal framework, training and capability upskilling material as well as being able to maintain a global community of practice across Brambles group, including pre – sales and customer – success.
You’ll be responsible for supporting the Global Digital Commercial Office Lead to operationalise and standardise our commercial practices at an enterprise level, whilst meeting the individual requirements of regions and strategic engagements (such as retailer network expansion). You'll also be responsible for delivering key projects to support the DCS model.
Key Accountabilities
Managing Regional Management Information (MI)
- Oversee and track key performance indicators (KPIs) linked to Salesforce.
- Analyse revenue metrics to identify trends and opportunities for growth.
- Monitor the sales funnel progression to ensure leads are effectively converting to opportunities.
- Assess customer success rates, including win/loss ratios, sales cycle times, deal sizes, and share of wallet.
Conduct Competitive Analysis and Track Performance
- Conduct competitive analysis to identify market trends, competitive threats, and opportunities for differentiation, informing strategic decision-making and solution positioning.
- Evaluate customer profitability to inform strategic decisions.
- Measure the performance of the Sales Development Program (SDP) against sales targets.
- Align solution offerings with market demand: Use automation and marketing analytics tools to understand the market needs and be able to align the solution offerings to this need. Develop strategic partnerships and alliances to expand the reach and adoption of our solutions.
- Conduct analysis of all sales opportunities using information gathered during the process and customer feedback to understand successes and lost opportunities. Capture information and use to develop the value proposition and support further sales.
Develop Go-To-Market Plans
- Develop go-to-market plans that outline target markets, customer segments, and sales channels, ensuring a coordinated approach to solution launch and market penetration.
Develop Sales Processes (inc pricing frameworks)
- Create a robust sales process including steps to find sales leads, qualify those leads, researching the target customer and its pain points, developing and putting forward a proposal, and closing the sale.
- There should also be steps to upsell and cross-sell through a continued relationship with the customer.
Identify, refine, and prioritise revenue-generating opportunities
- Collaborate with stakeholders and Subject Matter Experts to identify, refine, and prioritise revenue-generating opportunities.
Design and provide sales training and enablement programs
- Includes design and provide sales training and enablement programs to equip sales teams with the knowledge and tools needed to effectively position and sell the solutions.
Understand customer needs and pain points
- Utilise market research and customer feedback to understand customer needs and pain points, aligning solution offerings with market demand. Ensure legal compliance in sales transactions: Establish and maintain legal frameworks, including contracts, terms of service, and compliance measures, to mitigate risks and ensure legal compliance in sales transactions.
Global Best Practice Sharing: Use different mediums to share best practice across regions.
- Contract Lifecycle Management: Support the contract management cycle from initiation to delivery.
Experience
- Proficiency with CRM systems and sales analytics tools.
- Understanding of digital marketing strategies and techniques.
- Excellent communication and negotiation skills.
- Ability to analyse market trends and adapt sales strategies accordingly.
Qualifications
A bachelor's degree in business administration, management, or equivalent field experience
Preferred Education
Bachelors
Preferred Level of Work Experience
5 - 7 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].
