Commercial Sales Manager at CHEP

To manage, negotiate and successfully implement tariff changes that meets the company’s targets and objectives

Negotiate prices and terms with customers

Key Accountabilities

1. Responsible for maximizing customers profitability potential

• Through fully understanding the customers procurement process, to support the M&D Business Unit growth objective by ensuring the successful achievement of the price escalation target
• Collaborate with multiple-functional managers to plan, manage and compile the tariff escalation module to ensure optimization of CHEP’s value proposition to customers and maximize CHEP’s MOP and BVA opportunities.

2. Responsible for the development of the M&D business units pricing policy and the implementation thereof

• Manage and monitor core cost drivers and pricing indices to ensure that they are aligned to the company's budgeted tariff change requirements.
• Develop (Diagram) tariff change models/processes to help facilitate discussions with customers. • Develop core cost forecasts and/or applicable indices pricing index lists.
• Monitor core cost driver forecasts and pricing indices to identify changes or to determine their effect on the tariff escalation process.
• Monitor performance metrics for measurement, comparison or evaluation on core cost drivers, such as raw material, labour and logistics.

3. Responsible for the establishment and management of Joint Business Plans

• Develop, lead and execute Joint Business Plans (JBP”s) to identify opportunities for collaboration and developing synergies to develop stronger customer value propositions
• Personally conduct cost justification meetings with the management of our key customers through regular, proactive and scheduled contact with customer management in order to build and strengthen relationships
• Ensure that the standards and objectives set in the JBP are adhered to and achieved
• Manage team to conduct Value Chain Analysis (where applicable)
• Ensuring the voice of the customer is clearly heard within SSA, able to influence and set the customer requirements with internal partners

4. Responsible for understanding industry trends and market developments

• Understand SSA M&D industry trends and market developments and how CHEP can leverage these developments to achieve the target price escalation thereby growing the M&D business
• Monitor customer profile/trends to assess ability to meet customer cost, quality and service requirements
• To continuously develop Market Research into applicable pricing indices and to adapt techniques to best achieve the target tariff escalation
• Participate and drive a culture of continuous improvement, innovation & costleadership for the M&D business unit in SSA
• Review or update procurement practices in accordance with new or changing policies, standards, regulations or laws.

5. Capabilities – Manager Level experience

• Develop & use strong collaborative relationships to achieve goals (externally with customers; internally (functionally & cross functionally)
• Ensure that M&D business unit milestones/goals are met and adhere to approved budgets
• Understand customers behaviors, industry & market trends, economic conditions & impact
• Able to co-ordinate & manage all functions for the delivery of the target price escalation

Qualifications and Experience

• Commercial/ Business Degree
• 5+ Years’ experience in Procurement or related role (preferably in a M&D/ Supply Chain/Logistics/Service Provider environment)