Job Summary

We are now seeking a dynamic and customer-focused Sales Manager, as part of the Tetra Pak Operational Sales
team, to:

• Deliver on Top- & Bottom-Line Growth
• Building strong customer relationship as E2E System Solution provider
• Deliver financial and commercial excellence.

This is a permanent role based in Hochheim, Germany, reporting directly to the Sales Director.

What you will do

Deliver financial targets, for the allocated customers/ team including:

• Understanding & driving improvement actions to secure a profitable account/ sales area through timely portfolio, commercial actions & necessary competitiveness measures impacting project/ account management costs
• Build solid understanding of customer’s business environment, strategy, financial preferences, value chain & operations, and short & long-term ambitions including: Building strong understanding, relationship & alignment across all levels of customer’s organization
• Using the 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.
• Building & successfully executing account plans securing objective & time bound actions to generate, nurture and win opportunities.
• Amplifying customer’s voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers
• Balancing between physical and digital way of working to ensure efficiency.

Nurture opportunities & mobilize right resources based on customer’s needs, buying process & opportunity maturity (time & budget) including:

• Leading qualification and nurturing activities to accelerate time to win.
• Capturing customer requirements accurately using different questioning techniques to configure solutions that maximize value for Customer & for Tetra Pak
• Driving E2E System Solutions (Integrated sales, Cross- Selling opportunities)
• Creating solutions, Quote & Negotiate deals/ contracts with customers using Value selling process.

Planning & Forecasting including:

• Covering monthly forecasting, for 3 businesses, to secure base material, production & financial planning
• Overseeing Commercial Compliance, including:
• Understanding & complying 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

We believe you have

• A Degree in Business Administration, Economics, Marketing or Engineering
• At least 5 years’ experience in Sales / Account Mgt with at 3 years of experience in corporate environment
• Fluency in German and English (both written and spoken)
• Good stakeholder management skills
• Ability to deal with cross functional issues.
• Excellent Analytical Skills
• Solid financial understanding
• A good understanding of the Food & Beverages industry is preferred.
• Technical knowledge connected to food technology and processing would be an advantage.
• A consultative and clear communication style with good presentation skills
• A mindset towards life-long learning, with a curious mindset and the ability to take initiative.
• The ability and flexibility to travel regularly throughout Germany