Job Description

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

Key Responsibilities May Include:

• Establish and maintain strong relationships with key stakeholders at pallet receiving locations, fostering collaboration and ensuring alignment with asset productivity objectives.
• Drive improvements in collection performance by identifying route causes of failure and collaborating with internal teams to improve customer experience and the CIFOT measure.
• Enhance customer satisfaction by conducting regular visits and providing targeted training for retailer staff, ensuring effective equipment control practices are in place.
• Ensure the successful onboarding and implementation of new customers, establishing agreements around asset recovery processes to ensure a smooth transition and operational efficiency.
• Manage and execute audit programs within the account portfolio to ensure adherence to asset management standards and identify opportunities for improvement. Maintain accurate audit result forecast.
• Collaborate with internal teams and external partners to support business growth initiatives, develop solutions that improve asset recovery, and expand CHEP’s customer base.
• Monitor asset control metrics, using data to proactively identify areas for improvement and implement corrective actions to enhance asset recovery performance.

Position Purpose

The Key Account Executive (Retail) owns and accelerates the growth of a portfolio of strategic retail accounts by combining hands-on commercial execution with long‑term strategic partnership building The role is accountable for co‑creating and delivering Joint Business Plans (JBPs), activating digital, operational, and sustainability value levers, and representing the voice of the customer internally to orchestrate seamless delivery.

This is a highly specialized senior role designed to operate in complex, large-scale retail environments (e.g. Walmart). It requires strong understanding of retail operations, physical asset management, customer political dynamics, and the ability to lead transversal internal teams without formal authority. The KAE builds consultative, data-driven relationships, anticipating customer needs and converting insights into measurable outcomes across revenue, profitability, operational efficiency, and customer experience

Key Responsibilities

Account Ownership & Growth Execution

• Own the day-to-day customer relationship and overall commercial execution.
• Drive revenue growth through lane expansion, cross‑selling, and improved profitability.
• Build accurate forecasts and develop robust Account Plans, ensuring forecast reliability at account level.
• Create customer‑specific value propositions and business cases.
• Monitor and deliver volume, revenue, and margin commitments.

Strategic Partnership & Joint Business Planning

• Map key stakeholders and build multi-level relationships across customer organizations.
• Co-create and execute Joint Business Plans (JBPs) that integrate customer priorities with digital, operational, and sustainability solutions (e.g. asset efficiency, circularity programs).
• Lead growth negotiations, renewals, and commercial agreements.
• Drive adoption of digital solutions and sustainability initiatives within customer operations.

Customer & Market Insight Generation

• Analyze operational, financial, and platform KPIs to generate actionable insights.
• Recommend pricing actions and supply‑chain optimization opportunities.
• Provide structured market intelligence and competitive insights to inform strategy.

Account Health, CX & Risk Mitigation

• Lead Account Health Reviews and periodic Business Reviews.
• Monitor operational KPIs, CX metrics, and customer feedback to identify risks early.
• Drive corrective and proactive actions in coordination with internal teams.
• Maintain accurate and reliable customer data in Salesforce.
• Manage escalations and alerts, coordinating recovery and resolution actions.

Cross‑Functional Coordination & Project Delivery

• Coordinate closely with Supply Chain, Customer Service, Digital, CX, Finance, and Retail teams to ensure alignment and execution.
• Act as the central point of contact, integrating all internal inputs required to deliver customer outcomes.
• Ensure consistent service delivery, SLA compliance, and project execution across all supporting teams.

Asset Management

• Hold direct accountability for asset management performance, including returns, control, losses, and misuse.
• Design and implement structural, long-term operational solutions to improve asset productivity.
• Maintain a strong field presence, engaging directly with distribution centers and retail stores.

Key Competencies

Customer & Relationship

• Strong customer-centric mindset with a proactive approach to anticipating needs.
• Advanced stakeholder management and influencing capabilities.
• Clear, persuasive communication and strong active listening skills.

Commercial & Analytical

• Consultative selling capability grounded in insight and value creation.
• Strong analytical skills, with confidence interpreting operational and financial data.
• Proven ability to execute revenue growth strategies and commercial planning.

Operational

• Structured problem-solving and root-cause analysis skills.
• High attention to detail in forecasting, reporting, and CRM management.
• Ability to coordinate complex, cross-functional initiatives.

Digital

• Proficiency in digital and analytics tools (Salesforce, SAP, Power BI, customer platforms).
• Ability to translate digital data into clear recommendations and customer value.

Role Requirements

• Bachelor’s degree in Business, Engineering, or a related field.
• 5+ years of experience in Key Account Management or senior B2B customer-facing roles.
• Background in Retail, FMCG/CPG, Supply Chain, Logistics, or SaaS environments.
• Intermediate to advanced English.
• Preferred: postgraduate studies in BI, CX, or consultative selling.
• Proven experience negotiating with senior customer executives.
• Own vehicle / mobility required.

Key Performance Indicators (KPIs)

• Account growth and lane expansion.
• Customer portfolio retention.
• Customer profitability.
• Cross‑selling revenue.
• Forecast accuracy.
• Account Plan execution and JBP completion.
• CX performance metrics.
• SLA compliance and issue resolution time.
• Asset productivity indicators (leakage, damage ratio, cycle time, misuse).

Remote Type

Not Remote

Skills to succeed in the role

Account Management, Active Listening, Adaptability, Communication, Customer Satisfaction, Empathy, Experimentation, Negotiation, Questioning, Relationship Building, Stakeholder Management, Taking Ownership, Teamwork, Understand Customers, Value Propositions

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.