Head of Sales, Pallecon NA

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

CHEP Pallecon North America is seeking a dynamic and visionary Strategic Sales Leader to spearhead our expansion into new markets and industries. This is a high-impact leadership role responsible for driving growth through innovative supply chain solutions, leveraging our proprietary technology and sustainable asset-based services.

Key Responsibilities May Include:

• Develop and implement a regional new business development strategy to drive profitable growth, overseeing and managing multiple field-based business development teams across various territories.
• Lead the execution of commercial strategies focused on protecting existing revenue streams and expanding CHEP’s footprint into new sectors and markets.
• Manage the sales funnel, ensuring accurate opportunity tracking, sales forecasting, and pipeline management through Salesforce, driving accountability for timely updates and data accuracy.
• Foster strong cross-functional relationships with internal departments (Sales, Finance, Operations, Legal, and Planning) to address customer needs, streamline processes, and remove barriers to business success.
• Monitor and analyze key performance indicators (KPIs), including profitability, customer satisfaction, NPS, and operational metrics, implementing action plans to meet or exceed targets.
• Drive the execution of marketing strategies and customer solutions, ensuring the delivery of value-added services and customer-centric offerings to enhance competitive positioning.
• Oversee the recruitment, training, and development of high-performing regional sales teams, fostering engagement, talent development, and long-term retention.

The Director, Business Development will drive our sustainable supply chain solutions into new markets and industries. They will be responsible for developing and executing strategic sales initiatives, cultivating relationships with key stakeholders, and expanding our client base with new customers and markets.  This role requires a deep understanding of supply chain dynamics, and proven expertise in consultative sales, coupled with knowledge of sustainability principles.  Leading a team of Business Development Executives across North America, they are ultimately responsible for ensuring CHEP Containers and Pooling Solutions (Pallecon) reaches its 4 Year plan growth ambitions.

Key Responsibilities

• Leading the Pallecon NA sales team in NA
• North American Coverage of New Business Development across both filler and decanter spaces to propel Pallecon’ s value proposition in driving New Issue Volume.
• Strategic/tactical sales growth in North America focused on legacy solutions across several categories

Location: Remote USA; should be located near a major airport for travel

Travel Requirements: 30-50%

Role Overview

• Direct, coach, and guide a team of Regional Business Development Managers who are driving net new volumes and revenue targets within their regions and segments.
• Hire, develop and retain an effective team to meet internal and external business objectives regardless of hurdles and obstacles.
• Work with Product Development, NA Marketing and Commercial teams to partner on where to “hunt” and how to drive new business value.
• Work with fillers and decanters to solve significant mutual challenges that allow Pallecon to increase its trust and mindshare within the marketplace.
• Sales Performance Tracking and Reporting: Implement robust sales tracking systems to monitor performance metrics, track progress against targets, and generate timely and accurate sales reports. Use data-driven insights to continuously optimize sales strategies and improve outcomes and drive the right incentives across the team.
• Embed Digital insights generated by S+, Continuous and Targeted Diagnostics (and any other digital capability) to enable accelerated growth, and facilitate our digital capabilities as a revenue generator.
• Drive value added service solutions that go above and beyond the traditional pooled pallet space in order to generate net new revenue gains for Pallecon.
• Be an ambassador for Bramble’s core values of sustainability tied to environmental social governance (ESG).
• Build networks by being extremely active in trade by investing significant time in industry events and networking in those non-traditional spaces where Pallecon seeks to achieve mindshare, and new collaborations.
• Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.
• Perform other duties, as assigned.

Performance Measures

• Volume/Revenue/Profitability against 4-year plan
• New Wins by Existing Markets / New Markets / Channels
• Sales Funnel / Growth KPIs
• Volume/Revenue/Profitability
• Sales Funnel / Growth KPIs / Value Creation

Experience

• 5-7 Years Sales and Account Management Experience
• 7+ years of sales experience in the supply chain industry
• 7+ years of sales experience in a container industry is considered a strong asset 
• Track record in Building and Deploying a successful hunter sales organization
• Proven record of selling in highly complex strategic environments
• Extended experience in cross functional matrix oriented internal structure
• Experience with ESG and Sustainability
• Experience building strong organizational cultures with high performing teams.
• Experience in supply chain and operations

Qualifications

• Working in complex business models, systems and procedures
• Expert knowledge of supply chain
• Leading in a matrix organization
• Personal relationship building capability
• Negotiating large complex agreements
• Innovative value proposition development
• Excellence in team building and personal development
• Proficiency in CRM software (Salesforce) and other sales productivity tools
• Bachelor’s Degree is considered an asset.

Remote Type

Fully Remote

Skills to succeed in the role

Adaptability, Adaptability, Business Acumen, Business Development, Collaborative Development, Contract Management, Cross-Functional Work, Customer Satisfaction, Data-Driven Decision Making, Digital Literacy, Emotional Intelligence, Feedback, Inclusive Leadership, Innovation, Learn From Mistakes, Marketing Insights, Mentorship, Motivating Teams, Negotiation, Prioritization, Prospecting, Relationship Management, Revenue Growth, Stakeholder Engagement, Strategic Selling {+ 1 more}

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 recruitment@brambles.com.