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 customer’s 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 customer’s 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
