AdresseAt Tetra Pak we commit to making food safe and available, everywhere; and we protect what's good – protecting food, protecting people, and protecting the planet. By doing so we touch millions of people's lives every day. And we need people like you to make it happen.
Job Summary
Join our dynamic team and play a pivotal role in driving unparalleled success! As a key player, you will be instrumental in delivering exceptional top and bottom-line growth by establishing robust customer partnerships. Embrace the opportunity to shine as an end-to-end System Solution provider, contributing to financial and commercial excellence. If you're ready to make a significant impact and be part of a forward-thinking organization, seize this chance to be a driving force behind our success!
In this role you will be based in Paris/France orGroot Bijgaarden/Belgium.
What you will do
- Target Delivery: Acquire new growth customers as per agreed Business Development plan in line with market growth roadmap.
- Understand & drive improvement actions in Business Development to accelerate growth via channels, usingco-packers, unutilized capacity, new portfolio etc.
- Accelerate Sales Funnel: Build MC Business Development plan in line with MC needs and market growth roadmap.
- Create & execute sales play with target prospects along with marketing & portfolio teams.
- Nurture opportunities using value books & mobilize right resources based on opportunity needs, buying process & opportunity maturity.
- 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 with close cooperation with marketing.
- Capture customer requirements accurately using diff erent questioning techniques to configure solutions thatmaximize 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 all businesses, to secure base material, production & financial planning
- Prospect Management: Build solid understanding of prospects business environment, strategy, financial perf. /Value chain & operations, incl. their short & long-term ambitions to grow share of wallet with portfolio innovations and the following:
- Build & cultivate strong understanding, relationship & alignment across all levels of prospect’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 fi t of customer needs/ ambitions, business/ value potential & competitive positioning, to ensure prioritization & customized approach from Tetra Pak in solution design.
- Amplify prospect/customer’s voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers.
- Commercial Compliance: Understand & comply with Tetra Pak's Commercial practices framework (including Pricing, Contract terms & Authorization 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 reportees.Identify competence gaps in line with customer needs & ensure learning plan is in place.
We believe you have
• Minimum 3 years of BD Manager / KAM (Level D) in Tetra Pak or externally minimum 8 years of BD / sales experience
• Has a successful track record of demonstrating customer growth
• Can demonstrate ability to present / interact with senior stakeholders
• Has experience of managing cross-boundary territory or has participated in cross-boundary projects etc
• Demonstrates ability to deal with issues across functions. Demonstrates high innovation / creativity
We Offer You
- A variety of exciting challenges with ample opportunities for development and training in a truly global landscape
- A culture that pioneers a spirit of innovation where our industry experts drive visible results
- An equal opportunity employment experience that values diversity and inclusion
- Market competitive compensation and benefits with flexible working arrangements
Apply Now
If you are inspired to be part of our promise to protect what’s good; for food, people, and the planet, apply through our careers page at https://jobs.tetrapak.com/.
This job posting expires on 14th March,2024.
If you have any questions about your application, please contact Gizem Dogan.
Diversity, equity, and inclusion is an everyday part of how we work. We give people a place to belong and support to thrive, an environment where everyone can be comfortable being themselves and has equal opportunities to grow and succeed. We embrace difference, celebrate people for who they are, and for the diversity they bring that helps us better understand and connect with our customers and communities worldwide.
