What you will do
Financial Target Delivery: Deliver financial targets of Services business, for allocated customers
❑ Support Sales Managers/ATL to deliver on the financial targets (top and bottom line) on the respective area of responsibility
❑ Responsible for driving the service growth initiatives with team ensuring growth from focus categories of service business
Customer relationship:
Ensure account plan have due services contribution, reflect the time bound objectives & opportunities and are executed successfully
❑ Understand customer needs and pain points to generate new business and offer profitable value offerings by using complete services portfolio
❑ Amplify customer’s voice by identifying gaps across customer touchpoints and closing the loop with customers
Accelerate Sales Funnel:
❑ Prioritise opportunities based on customer’s needs, buying process & opportunity maturity (time & budget)
❑ Support in nurturing opportunities for 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 contracts, Up and Cross- Selling opportunities)
❑ Create solutions, Quote & Negotiate deals/ contracts with customers using Value selling, Value Books
❑ 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)
Planning & Forecasting: Monthly forecasting, for Services 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
1. A bachelor’s degree in Engineering
2. Experience in the packaging or liquid food processing industry
3. At least 5 years of technical/engineering Sales experience
4. Experience from the service business is an advantage
5. Business fluent proficiency in English is mandatory
6. Professional experience with relationship management, commercial and/or customer-facing experience
7. Ability to effectively identify and capture customer technical issues and tenaciously drive expedited solutions, in collaboration with our internal technical expertise
8. The drive and capability to uncover new business opportunities and grow the business
You are a result orientated and self-driven person with a strong customer focus and the ability to work autonomously. You have a consultative and clear communication style and good presentation skills. Your networking skills are excellent and you have the ability to build long lasting relationships with internal and external stakeholders. You have a mindset towards life-long learning, with a curious mindset and the ability to take initiative in own development.
We Offer You
9. A variety of exciting challenges with ample opportunities for development and training in a truly global landscape
10. A culture that pioneers a spirit of innovation where our industry experts drive visible results
11. An equal opportunity employment experience that values diversity and inclusion
12. Market competitive compensation and benefits with flexible working arrangements