Global Digital Commercial Office Lead

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

Digital is a fundamental element of the Brambles transformation strategy. We will use our existing and new digital capabilities and information to power smarter more sustainable supply chains allowing us to Reimagine how we work and serve customers, Reshape how we manage our assets and Reinvent our business models allowing greater partnership with customers which solve customer problems

Across Brambles, our Digital activity is focused on three ‘Big Rocks’ of Asset Digitisation, Digital Customer Solutions & Advanced Analytics. While Asset Digitisation and Advanced Analytics are primarily centred on driving internal growth and profitability, the focus of Digital Customer Solutions (DCS) is to drive value for Brambles’ current and future customers by solving their challenges across their supply chains.

You’ll be responsible for delivering projects to bring digital technical product features set to life for customers, enabling regional digital commercial teams to sell.

You’ll lead a team of Business Development Support and Presales Support professionals with global focus, they will be responsible for defining the best practices and standard guidelines of DCS global commercial model, including but not limited to any Legal framework, pricing model and strategy, competitive analysis and reporting, training and capability upskilling material as well as being able to maintain a global community of practice across Brambles group

Major/Key Accountabilities

Build, maintain and own governance over all global support frameworks to enable regions to meet and contribute to overall DCS targets. This will include but is not limited to the building and owning of:

• Global training paths, material and support in execution of SaaS training and Digital Solutions selling
• DSC Selling Knowledge Management Hub inclusive of reporting, deep case analysis and case studies, global marketing materials by collaborating with Marketing and Go to Market Lead for DCS
• Develop category based value propositions in conjunction with DCS development lead and marketing based on market priorities.
• Anticipate regional needs and demands, actively remove roadblocks to enable regional teams to deliver on targets
• Prioritise critical projects and support required, build relevant budgets and execute support plan.
• Global Legal Frameworks for high level contracting to be adapted to regional and country specific market in conjunction with Legal Counsel.
• The buyer’s journey, built in collaboration with regional Digital commercial teams
• Market Research and Sizing: Include comprehensive market research and sizing activities to inform strategic decision-making, working alongside the marketing team,

Additional responsibilities will include:

• Being the internal Digital Customer Solutions Commercial SME, able to advise and guide regions on escalated criticalities; Will collaborate with engineering, product and software teams to be able to address any operational aspect on time and adapt commercial strategy to it
• Responsibility for developing robust pricing frameworks, determining optimal price points, and establishing a pricing architecture aligned with market demands and competitive positioning as well as conducting thorough competitor analysis and establish processes to refine strategic and tactical plans based on competitor insights, ensuring agility and competitiveness in the market

Experience

• An established senior commercial profile with extensive experience in setting up Global Commercial support functions, experience in SaaS selling or FMCG is advantageous, including proven experience in commercial and contractual negotiations as well as solutions-type selling
• Experience in leading high performing teams with global remits and varied deep expertise
• Beneficial is domain experience in supply chain industry an/or track and trace technologies, as well as experience in strategic marketing
• Capability transformation experience is a key requirement for this role

Skills and Knowledge

• Extensive, proven region specific strong Commercial Knowledge
• Best in class strategic thinking
• Create value using technology in the supply chain
• Ability to design and introduce new capabilities in SaaS commercial domain
• Driven while offering a convincing personality with a high level of dedication and resilience.
• An expert in identifying and developing customer value - translating functionality into C-level value propositions and positive business outcomes for customers.
• Knowledge of sales processes and methodologies teamed with creativity in lead generation helping to transform opportunities into concrete outcomes, including the efficient use of CRM tools
• High level customer relationships with senior executives and technical buyers at large companies including a diverse ecosystem of key partners such as logistics and quality control business executives

Desirable Qualifications

• MBA or equivalent relevant experience

Preferred Education

Preferred Level of Work Experience

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.