Director, Retail Business Development

CHEP - Alpharetta, GA3.5

Full-timeEstimated: $120,000 - $160,000 a year
Brambles companies, including CHEP, help move more goods to more people, in more places than any other organisation on earth. Our 330 million pallets, crates and containers are continuously in motion, forming the invisible backbone of the global supply chain and the world’s biggest brands trust us to help them transport their goods more efficiently, sustainably and safely. As pioneers of the sharing economy, Brambles created one of the world's most sustainable logistics businesses through the share and reuse of its platforms under a model known as ‘pooling’. Brambles primarily serves the fast-moving consumer goods (e.g. dry food, grocery, and health and personal care), fresh produce, beverage, retail and general manufacturing industries. The Group employs more than 10,000 people and operates in over 60 countries with its largest operations in North America and Western Europe. For further information, please visit

Brambles and CHEP provide you unparalleled opportunities to advance and accelerate your career. You’ll be joining an international growth organization with a pioneering, circular business model. You’ll be working for a company that is changing the way goods get to market. You’ll become part of an efficient and collaborative global team making a real contribution to a smarter, more sustainable future. For more on how Brambles growth companies can accelerate your career, visit

Position Description

Position Purpose

As a key member of the Asset Control & Retail Services team the Director, Retail Business Development will contribute to the growth strategy of the US business by leading a team of three direct reports responsible for several initiatives.

Own the expansion of CHEP’s store sweeps strategic initiative to drive value for retail partners and improve asset control through back dock solutions utilizing an LTL fleet.
Use strategic selling methodology to convert non-cooperative distributors to semi-cooperative/participating distributors, driving growth in CHEP managed collections from former non-cooperative distributors, and ultimately driving transfer volume into the converted accounts.
Grow CHEP penetration levels within the e-commerce and pet specialty channels while improving asset controls.
Use interpersonal savvy and negotiation skills to maximize whitewood core revenue for CHEP US

Major/Key Accountabilities

Leverage supply chain expertise to identify new growth opportunities that create customer value, drive asset productivity improvements through back dock solutions / store sweeps.
Grow store sweeps collection volume with targeted retailers and increase density of stores we’re collecting from in targeted markets to drive down cost to serve.
Develop and deliver a multi-year partnership and penetration strategy with e-commerce and pet channels, delivering key value creation plans for both.
Develop collaborative senior level relationships with supply chain leadership in unserved retail segments, with a primary focus on non-participating foodservice distributors.
In collaboration with Asset Recovery, convert non-cooperative distributors to semi-cooperative and participating distributors.
Work closely with commercial teams to leverage manufacturing customers to support segment growth.
Develop and deliver a multi-year core (white wood) strategy that will increase supply and maximize revenue for CHEP US.
Leverage whitewood core buyer relationships to deliver supply chain solutions around network capacity and carrier synergies.


Solutions value
Revenue growth (Pooled & white wood sales)
Customer expansion of store sweeps solutions
Improved asset productivity metrics
Other New Channel sales

Authority/ Decision Making

All team staffing decisions
Introduction of new service and solution offerings
Customer contract negotiations and issue resolution
Working in a matrix environment
40 % travel

Key contacts

Retail and Manufacture Sales Directors; Director, Asset Recovery; All Supply Chain Directors, Director, Retail Finance

Senior level executives at retail customers & pallet recycler business owners.


Bachelor’s Degree in Business or related field

Master’s Degree in Business


10-12 years of relevant supply chain experience
Experience in influencing change in a matrix / cross-functional environment
Customer contract negotiations and issue resolution

Skills and Knowledge

Strong supply chain expertise
Good communication skills and an ability to hold and inspire an audience
Strong negotiating, collaboration, solution selling and relationship building capabilities internally and externally
Strong analytical skills
Strategic thinking, ability to develop and drive a concept through to commercial offer
Senior level networking skills.
In depth understanding of the US grocery and FMCG supply chain.
Strong people management, coaching and talent development skills.



We're excited you're here to learn how we'll leverage our family of growth companies to accelerate your career. Brambles companies employ more than 14,500 people in over 60 countries, committed to connecting people to life's essentials, every day. Our people are shaping a smarter, more sustainable future by changing the way business makes, moves and sells goods in every corner of the world. We look forward to helping you become one of them. HTTPS://

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.

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