Tetra Pak South Europe is currently seeking a qualified Sales Manager for its Sales Management department in the South Europe, based in Athens, Greece. Mission: to deliver on Top & Bottom line Growth, building strong customer relationships as E2E System Solution provider & delivering financial and commercial excellence. The qualified candidate will be responsible for customers especially, but not limited to, in Greece, Cyprus & Israel.
What you will do
Financial Target Delivery: Deliver financial targets, 3 x Businesses, for the allocated customers:
❑ 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 to grow share of wallet with portfolio innovations.
❑ Build & cultivate strong understanding, relationship & alignment across all levels of Customer’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 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.
Accelerate Sales Funnel: Nurture opportunities & mobilize right resources based on customer’s needs, buying process & opportunity maturity.
❑ 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 close.
❑ 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: 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
- University degree in Engineering (preferably) or Business Administration/Marketing.
- Min 5 years working experience in B2B Sales where Account Management is a driver of success.
- Fluency in Greek & English both verbally and in writing.
- You are an expert with MS office Package (Excel, PowerPoint, etc.).
- You have a Driver’s licence.
- Flexibility and willingness to travel (i.e.. 30% of time)
Skills and Competences:
- Demonstrating Dynamic, Productive and Capable behaviours.
- Account Planning & Management skills.
- Mastering Value Selling & Tools (ie CRM)
- Negotiation & Problem solving Skills.
- Excellent communication and presentation skills.
- Team-spirit and results-oriented person.
- Accountable and responsible.
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.