Job Summary
We are now looking for a dynamic and customer focused Key Account Manager with a proven track record in sales management and a deep understanding of the food and beverage industry.
In this role you will play a crucial role in driving revenue and growth in a cross-functional team, fostering strong relationship with customers’ key stakeholders, develop strategies and action plans and execute business plans and capture opportunities across business streams (Packaging Material & Equipment, Processing Equipment and Services).
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 partnerships: Drive strategic alignment using steps of key account management with the following focus areas:
- Build solid understanding of customer’s business environment, strategy, financial perf./ value chain & operations, incl. their short & long-term ambitions to grow share of wallet with portfolio innovations
- Build & cultivate strong understanding, relationship & alignment across all levels of Customer’s organization- mapping different decision makers/ personas, their drivers (policies thereof) and map corresponding relationship owners within Tetra Pak
- 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 joint ambitions and actions, objective & time bound, and prioritized across MC Growth initiatives & Tetra Pak’s strategic pillars
- Amplify customer’s voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers
- Accelerate Sales Funnel: Drive Sales Play, Nurture opportunities using value books & mobilize right resources based on customer’s needs, buying process & opportunity maturity
- 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 close
- 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: 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
We believe you have
- 5 years of experience in Sales / Account Management, preferably in a corporate environment.
- University Degree in Business Administration or Engineering
- Fluent English language skills
- Cross-boundary experience (Customer and Project Management)
- Good stakeholder management
- Ability to deal with cross functional issues