What you will do Financial Target Delivery: Deliver financial targets, 3 Businesses, for the allocated customers/ team
Understand & drive improvement actions to secure a profitable accounts/ sales area through timely portfolio, commercial actions & necessary competitiveness measures impacting project/ account management costs
Customer relationship: Support Sales team via top-to-top management relationship using a balance between physical and digital way of working Use Customer Segmentation model to map of customer needs/ ambitions , business/ value potential & competitive positioning, to ensure prioritization & customized approach from Tetra Pak, in both solution design and account management
Ensure all account plans are well maintained, reflect the time bound objectives & opportunities and are executed successfully
Amplify customers voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers
Accelerate Sales Funnel:
Prioritise opportunities with operational customers to mobilize right resources based on customers needs, buying process & opportunity maturity (time & budget)
Support in nurturing opportunities for operational customers
Capture customer requirements accurately using different questioning techniques to configure solutions that maximize value for Customer & for Tetra Pak
Drive E2E System Solutions (Integrated sales, Cross- Selling opportunities)
Lead Generation / Opportunity Identification both Outside-In (customer discussions, marketing campaigns, tenders etc) & Inside-Out (market growth initiatives- BD plans/ new geographies/ new segments, contract renewals/ capacity expansion/ installed base management etc)
Guide & coach sales teams to create solutions, Quote & Negotiate deals/ contracts with customers using Value selling
Planning & Forecasting: Monthly forecasting, for 3 businesses, to secure base material, production & financial planning
Commercial Compliance: Understand & comply with Tetra Pak's Commercial practices framework (including Pricing, Contract terms & Authorisation matrix), regulatory framework & general code of conduct. Manage proper & timely documentation of Customer Files
People Management: Coach and provide on the job guidance and learning to direct reports and resources from other teams supporting the accounts. Identify competence gaps in line with customer needs & ensure learning plan is in place. Support in case of complex deals/negotiations/escalating voice to Management team/resource providers when required
Profile description:We believe you have
- Completed relevant qualification/degree
- 14 - 15 years experience in B2B business development and/or commercial sales
- Have successful track record of generating new business
- Understanding of local market, customers and categories mapping to identify opportunities
- Ability to assess and qualify opportunities along with other functions
We offer:We Offer You
- A variety of exciting challenges with ample opportunities for development and training in a truly global landscape
- A culture that pioneers a spirit of innovation where our industry experts drive visible results
- An equal opportunity employment experience that values diversity and inclusion
- Market competitive compensation and benefits with flexible working arrangements
If you are inspired to be part of our promise to protect whats good; for food, people, and the planet, apply through our careers page at https://jobs.tetrapak.com/.
This job posting expires on31/08/2024.
Diversity, equity, and inclusion is an everyday part of how we work. We give people a place to belong and support to thrive, an environment where everyone can be comfortable being themselves and has equal opportunities to grow and succeed. We embrace difference, celebrate people for who they are, and for the diversity they bring that helps us better understand and connect with our customers and communities worldwide.
