Business Development Lead (Digital Customer Solutions/Retail)

CHEP helps move more goods to more people, in more places than any other organization on earth via our 347 million pallets, crates and containers. We employ approximately 13,000 people and operate in 60 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 .

Job Description

This role is focused on growing our UK retail customer base by using data, insight and proven solutions to solve real commercial and operational challenges for retailers and FMCG partners.

We are looking for a commercially strong individual with deep experience working with retailers, ideally within grocery, fresh or FMCG environments, who brings established relationships and a strong understanding of how retailers operate and make decisions. Digital and data led solutions are an important enabler in this role, but success depends first and foremost on retail credibility, commercial judgement and the ability to demonstrate clear proof of value.

This is a consultative, value led sales role. It is less about high volume cold hunting and more about building trust, shaping opportunities through insight, and landing well evidenced deals that deliver measurable outcomes for customers.
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Key Responsibilities May Include:

• Develop and implement comprehensive business development strategies to achieve growth targets, expanding CHEP’s market presence in key territories and sectors.
• Manage and grow a portfolio of strategic key accounts, leading negotiations, contract management, and fostering strong customer relationships for long-term revenue retention.
• Proactively identify and secure high-value new business opportunities through prospecting, networking, and relationship-building, ensuring a strong sales pipeline and conversion.
• Collaborate with cross-functional teams (Sales, Marketing, Operations, Customer Service) to design and deliver tailored solutions that meet customer needs and align with CHEP’s value proposition.
• Continuously monitor market trends, customer insights, and competitor activities to refine sales strategies, capitalize on growth opportunities, and enhance CHEP’s positioning.
• Lead the development and execution of joint business plans with strategic customers, driving sustainable growth, cost reduction, and enhanced supply chain efficiencies.
• Mentor and provide guidance to junior business development managers, fostering a high-performance, goal-oriented team culture.
• Prepare and present detailed business development reports, forecasts, and strategic updates to senior leadership, ensuring alignment with corporate goals and growth initiatives.

Key Accountabilities

• Build and develop senior relationships with retail customers, using existing networks and credibility to create meaningful commercial opportunities
• Identify customer problems and opportunities within retail and FMCG environments, translating data and insight into clear, outcome focused value propositions
• Develop and progress opportunities through the full buying journey, from early engagement through to commercial close, using evidence, pilots and proof of value to support decision making
• Work closely with internal teams across Digital, Customer Success and Delivery to ensure propositions are grounded in customer reality and deliverable at scale
• Create and maintain a focused, high quality pipeline of opportunities, prioritising depth and value over volume
• Support the execution of the Digital Customer Solutions go to market approach in the UK, aligned to broader European strategy
• Represent the business credibly with customers and at relevant industry forums, reinforcing our position as a trusted partner to retailers

Experience

• Significant experience working directly with retailers, ideally within grocery, fresh or FMCG categories
• Strong understanding of retail operating models, commercial pressures and decision making processes
• Demonstrated success in selling complex, solution based propositions through consultative, value led approaches
• Proven ability to build and leverage long term customer relationships, rather than relying on transactional or short term sales tactics
• Experience developing business cases, proof of value or pilot based selling to support commercial decisions
• Exposure to digital, data, SaaS or technology enabled solutions is beneficial, but deep technical or IoT expertise is not essential
• Background in FMCG, food and beverage or adjacent sectors is highly desirable

Skills and capabilities

• Strong commercial acumen with the ability to link customer challenges to measurable business outcomes
• Credibility and confidence engaging senior retail stakeholders across commercial, supply chain and operational functions
• Ability to use data and insight to tell a compelling, outcome focused story rather than feature or product led selling
• Comfortable navigating longer sales cycles and complex stakeholder environments
• Collaborative mindset, working effectively across internal teams to shape and deliver customer solutions
• Structured, thoughtful approach to opportunity development and pipeline management
• Clear, confident communicator with a practical, down to earth style

What success looks like

• Established credibility with priority retail customers
• A small number of well qualified, high value opportunities progressed through clear proof of value
• Deals landed on the basis of demonstrated impact, ROI and customer outcomes
• Strong foundations for long term partnerships rather than one off transactions

Remote Type

Hybrid Remote

Skills to succeed in the role

Account Management, Adaptability, Building Rapport, Business Development, Commercial Sustainability, Customer Experience (CX), Customer Partnerships, Data Storytelling, Digital Customer Solutions (Dcs), Empathy, Experimenting, Negotiation, Our Business, Relationship Management, Sales Communications, Taking Ownership, Teamwork, Understand Customers, Value Propositions

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.