Job Description
What you will do
Financial Target Delivery: Deliver financial targets for Processing Business, for the allocated Operational customers/team & assigned Transactional customers opportunities
❑ Understand & drive improvement actions to secure a profitable account/ sales area through timely portfolio, commercial actions & necessary competitiveness measures impacting project/ account management costs L Customer relationships: Build understanding of customer’s business environment, strategy, investment plans & financial perf./ value chain & operations
❑ Build & cultivate understanding, relationship & alignment with right stakeholders mapping different decision makers/ personas, their drivers (policies thereof)
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 solution design ❑ Participate, where applicable, in building and execution of 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
❑ Balance between physical and digital way of working to ensure efficiency
Accelerate Sales Funnel: Nurture processing equipment 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 with engineering teams to maximize value for Customer & for Tetra Pak
❑ Drive System Solutions (Integrated sales, Up/ Cross- Selling opportunities)
❑ Quote, Discuss & Negotiate orders and contracts with customers using Value selling process & Tender guidelines.
Planning & Forecasting: Monthly forecasting, for processing businesses for financial & resource planning 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