What you will do
Deliver financial targets, for the allocated customers/ team including:
1. Understanding & driving improvement actions to secure a profitable account/ sales area through timely portfolio, commercial actions & necessary competitiveness measures impacting project/ account management costs
2. Build solid understanding of customer’s business environment, strategy, financial preferences, value chain & operations, and short & long-term ambitions including: Building strong understanding, relationship & alignment across all levels of customer’s organization
3. Using the 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.
4. Building & successfully executing account plans securing objective & time bound actions to generate, nurture and win opportunities.
5. Amplifying customer’s voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers
6. Balancing between physical and digital way of working to ensure efficiency.
Nurture opportunities & mobilize right resources based on customer’s needs, buying process & opportunity maturity (time & budget) including:
7. Leading qualification and nurturing activities to accelerate time to win.
8. Capturing customer requirements accurately using different questioning techniques to configure solutions that maximize value for Customer & for Tetra Pak
9. Driving E2E System Solutions (Integrated sales, Cross- Selling opportunities)
10. Creating solutions, Quote & Negotiate deals/ contracts with customers using Value selling process.
Planning & Forecasting including:
11. Covering monthly forecasting, for 3 businesses, to secure base material, production & financial planning
12. Overseeing Commercial Compliance, including:
13. Understanding & complying with Tetra Pak's Commercial practices framework (including Pricing,
14. Contract terms & Authorization matrix), regulatory framework & general code of conduct.
15. Manage proper & timely documentation of Customer Files
We believe you have
16. A Degree in Business Administration, Economics, Marketing or Engineering
17. At least 5 years’ experience in Sales / Account Mgt with at 3 years of experience in corporate environment
18. Fluency in German and English (both written and spoken)
19. Good stakeholder management skills
20. Ability to deal with cross functional issues.
21. Excellent Analytical Skills
22. Solid financial understanding
23. A good understanding of the Food & Beverages industry is preferred.
24. Technical knowledge connected to food technology and processing would be an advantage.
25. A consultative and clear communication style with good presentation skills
26. A mindset towards life-long learning, with a curious mindset and the ability to take initiative.
27. The ability and flexibility to travel regularly throughout Germany
We Offer You
28. A variety of exciting challenges with ample opportunities for development and training in a truly global landscape
29. A culture that pioneers a spirit of innovation where our industry experts drive visible results
30. An equal opportunity employment experience that values diversity and inclusion
31. Market competitive compensation and benefits with flexible working arrangements