Sales Manager

Job Summary

Tetra Pak is looking for a Sales Manager who will deliver on Top & Bottom-line Growth, building strong customer relationship as E2E System Solution provider & delivering financial and commercial excellence.

This is permanent position based in Jakarta, Indonesia.

What you will do

As a Sales Manager, you will:

Financial Target Delivery

Deliver financial targets, 3 Businesses, for the allocated customers/ team:

• Understand & drive improvement actions to secure a profitable account/ sales area through timely portfolio, commercial actions & necessary competitiveness measures impacting project/ account management costs

Customer relationships

• Build solid understanding of customer’s business environment, strategy, financial perf./ value chain & operations, incl. their short & long-term ambitions
• Build & cultivate strong understanding, relationship & alignment across all levels of Customer’s organization
• 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 both solution design and account management
• Build & successfully execute account plans securing objective & time bound actions to generate, nurture and win opportunities.
• 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 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 that maximize 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 3 businesses, to secure base material, production & financial planning

Commercial Compliance

• 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

• 3-5 years experience in Sales / Account Mgt
• Total 3 yrs of experience in corporate environment.
• Account team
• ross-boundary experience (Customer, Project)
• Good stakeholders management
• Deal with cross functional issues