Regional Business Development Manager

Chep   •  

Atlanta, GA

Industry: Business Services


5 - 7 years

Posted 346 days ago

Job ID #:6131

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 285 million pallets and containers from a global network of more than 500 service centers 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.

Position Description 

Position Purpose

To deliver business results and performance through the management, coaching and development of Field-Based Territory Sales Managers. Develop talent within team with an eye toward supporting organizational need. Direct and contribute to organizational initiatives, issues and planning as needed. 


Major/Key Accountabilities

  • Overall responsibility for profitability/ MOP in dedicated area for customers operating across assigned territories

  • Establish team objectives and effectively manage performance of team members

  • Validate territory/account plans are developed and in place through collaboration with Strategic Accounts to ensure the delivery of revenue and profit targets & support relationship management with key accounts

  • Support the analysis of customer needs and preparation of service options reinforcing value proposition

  • Deliver talent management processes to team members, including recruitment, coaching, training and development

  • Provide timely support, review and approval for customer issue resolution needs

  • Control, monitor and review sales funnel

  • Approve/verify for approval commercial offers, within commercial policy

  • Ensure maximum asset utilization and minimum cost of losses in all accounts

  • Manage relationship with other internal departments and business partners



  • Deliver revenue budget

  • Employee engagement & retention

  • Develop sustainable and profitable growth, deliver  new business from portfolio

  • Improve the NPS score of territory in line with Brambles targets

  • Develop and implement agreed account plans for all major accounts

  • Ensure that all business within the territory achieves Brambles profitability and return expectations. Where this is not the case, implement profit improvement plans.


Countries : US

Number of Staff (direct): 4-6

Authority/ Decision Making

  • Travel & Expense approvals within team

  • Credit approvals according to US Credit Authority Matrix

  • Approval of territory/account plans with alignment with Strategic Accounts


  • Managing remote team members while ensuring engagement & motivation remains high

  • Prioritizing work of teams across multiple, conflicting internal demands

  • Sharing autonomy for customer decisions with other Sales groups

Key contacts


  • Strategic Accounts Managers

  • Total Account Managers

  • Field-based Controls & Intelligence team


  • Bachelor’s degree required (Business or Finance).  MBA preferred.


  • Minimum 5 years’ experience in sales, marketing or customer service required

  • Minimum 2 years sales (people) management experience.

Skills and Knowledge

  • Working knowledge of Strategic Selling Model

  • Strong problem solving, interpersonal, decision-making, communication, time management and leadership skills.

  • Strong Microsoft office skills required

  • Organized and self-motivated.