Manager Digital Commercial Office

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