Job Description
Job Summary
Deliver on Top & Bottom-line Growth, building strong customer relationship as E2E System Solution provider & delivering financial and commercial excellence.
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 account/ sales area through timely portfolio, commercial actions & necessary competitiveness measures impacting project/ account management costs
Customer relationships
- Build solid understanding of customer's business environment, strategy, financial perf./ value chain & operations, incl. their short & long-term ambitions
- Build & cultivate strong understanding, relationship & alignment across all levels of Customer's organization
- Use Customer Segmentation model to map strategic fit of customer needs/ ambitions , business/ value potential & competitive positioning, to ensure prioritization & customized approach from Tetra Pak, in both solution design and account management
- Build & successfully execute account plans securing objective & time bound actions to generate, nurture and win opportunities.
- Amplify customer's voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers
- Balance between physical and digital way of working to ensure efficiency
Accelerate Sales Funnel
- Nurture opportunities & mobilize right resources based on customer's needs, buying process & opportunity maturity (time & budget)
- 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)
- Lead qualification and nurturing activities to accelerate time to win
- 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)
- Create solutions, Quote & Negotiate deals/ contracts with customers using Value selling process
Planning & Forecasting
- Monthly forecasting, for 3 businesses, to secure base material, production & financial planning
Commercial Compliance
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
Profile description:
We believe you have
2 years experience in Sales / Account Mgt
Total 3 yrs of experience in corporate environment.
Account team
Cross-boundary experience (Customer, Project)
Good stakeholders management
Deal with cross functional issues
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
Apply Now
If you are inspired to be part of our promise to protect what's good; for food, people, and the planet, apply through our careers page at https://jobs.tetrapak.com/.
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.
Sophia Nguyen
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Key Skills
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