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* 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). #J-18808-Ljbffr

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📌 Retail Solutions Account Executive (Santiago)
🏢 CHEP UK
📍 Santiago