Processing Sales Manager

Job Summary

We are looking for a processing sales manager who deliver on Top & Bottom-line Processing Growth, building strong customer relationship as E2E System Solution provider & delivering financial and commercial excellence

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

We believe you have

• Minimum 2 - 4 years of experience in Sales Team and in Account Mgt
• Total 5 years of experience in corporate environment
• Account Team Management Experience
• Experience in Cross-boundary teams (Customer, Project)
• Food processing experience
• Good stakeholders management
• Good level of English and French is required for the position
• Open to travel to customer site up to % 50 of the time