Tetra Pak - Takes its name from the original tetrahedron-shaped cartons it developed -- manufactures and markets food packaging containers, filling systems, and distribution equipment for industrial customers in more than 170 countries. Its coated-paperboard boxes are used to hold dry, wet, cold, and shelf-stable foods and beverages. The privately-owned company is the largest subsidiary of holding company Tetra Laval International.
POSITION : Key Account Manager (Processing)
Job Description
DIVISION: Commercial/Sales Management REPORTING INTO: Key Account Director
JOB OBJECTIVE:
Manage the designated key account(s) for which he/she is responsible:
- Identify the opportunities to increase customer profitability for a sustainable and profitable mutual growth
- Develop, implement a multi-annual strategic plan concerning a key account and transform it into an annual operational plan, based upon the Market Company strategy and upon the Customer expectations/contributions/strategies and turn it into, according to the Product plans (Packaging, Equipments and Technical Service Products) and the market company
- Manage the team of account managers to implement the plan
- Propose the annual budget of the key accounts. Responsible for the results reached (Profit and Loss as regards Packaging, Equipment and Services).
KEY RESULT AREAS:
- Ensure a sustainable and profitable mutual growth
- Develop, at different levels, a transverse relationship with the customer and ensure strategic alignment
- Ensure and improve Customer Satisfaction and Loyalty according to global group processes
- Understand the Customers overall business and activities (competitive environment, growth strategy, productivity, profitability)
- Identify customer needs and drive opportunities in agreement with the commercial business strategy, the market, category, portfolio and plans of the Technical Service department
- Drive the deployment of operational and strategic plans jointly with the Customer and the internal organization (targets, budgets...)
- Actively pursue business opportunities through the Opportunity Management & Sales global process
- Drive closure of sales contracts according to process and execute implementation according to relevant global process.
- Define, review and optimize the global cost of the customer system
- Pro-actively drive resolution of customer issues, including Cross boundary issues
- Select the members of the KAM team and set their IO’s (Individual Objectives)
- Make sure that the abilities of the key account team match customer needs (organization, skills, processes and tools)
- Ensure accurate sales forecasts
- Responsible for the financial objectives of the customer (P & L)
- Manage the Key Account team
- Lead and coordinate the Account Manager’s activity
- Ensure the coherence of the marketing plan/commercial action plan
- Follow the improvement of action plans and intervene in cases of difficulties
- Validate and coordinate the coherence of actions lead in the market
- Responsible as Internal Account Manager
- Act as the main interface between Group employees and the customer contacts, if it is relevant
- Ensure a coherent implementation of commercial conditions in all the markets and the solving of potential conflicts
- Supervise the customer performances at Cluster Level
- Coordinate the new business opportunities in the Cluster
- Share best practices
- Drive the development plans of customers within the cluster
- Regularly encourage top level customers to identify the opportunities within the Cluster which could be deployed at local level, in the different countries and follow the actions of Key Accounts
- Coordinate all the marketing investments and their sharing out between the countries
Develop the Cluster’s network with the appropriate Market Companies
EXPERIENCE:
- Bachelors degree in Sales or Business Administration with MBA
- Minimum of 7-10 years working experience in sales/business development, managing customers and operational management
- Minimum of 6 years working experience in a Key Account Manager role within the Food Processing and Packaging industry is a must
- Experience in managing local, regional and global customer accounts is a must - Preference will be given to candidates with experience in the GME&A region
- Experience in value-add selling of product offerings
- Superior Proficiency in MS Office
- SAP an advantage
- Knowledge of specialised Tetra Pak processing and packaging machinery would be advantageous
- Fluent in written and spoken English.
COMPETENCIES NEEDED:
- Customer Relationship Management
- Analytical - Analysis and synthesis skills
- Knowledge of the Product Portfolio
- Organized/Self drive/Priority Management
- Integrity and Trust
- Ability to work in a cross functional way, team player
- Leadership skills
- Excellent oral and written communication skills
- Excellent appearance
- Customer orientated
- Results orientated
- Business and Industry Awareness
Sorry the application deadline for this job has elapsed
