Sales Director at Tetra Pak

Job Summary

• We are seeking a Sales Director to deliver on end-to-end, top & bottom-line growth, build strong customer relationship as System Solution provider and deliver financial and commercial excellence. The position is located in  Johannesburg, South Africa.

What you will do

Financial Target Delivery:

• Deliver financial targets, 3 Businesses, for the allocated customers/ team
• Understand & drive improvement actions to secure a profitable accounts/ sales area through timely portfolio, commercial actions & necessary competitiveness measures impacting project/ account management costs 

Customer relationship: 

• Support Sales team via top-to-top management relationship – using a balance between physical and digital way of working ❑ Use Customer Segmentation model to map of customer needs/ ambitions , business/ value potential & competitive positioning, to ensure prioritization & customized approach from Tetra Pak, in both solution design and account management
• Ensure all account plans are well maintained, reflect the time bound objectives & opportunities and are executed successfully
• Amplify customer’s voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers

Accelerate Sales Funnel:

• Prioritise opportunities with operational customers to mobilize right resources based on customer’s needs, buying process & opportunity maturity (time & budget)
• Support in nurturing opportunities for operational customers
• 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)
• 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)
• Guide & coach sales teams to create solutions, Quote & Negotiate deals/ contracts with customers using Value selling

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

People Management: 

• Coach and provide on the job guidance and learning to direct reports and resources from other teams supporting the accounts. Identify competence gaps in line with customer needs & ensure learning plan is in place. Support in case of complex deals/negotiations/escalating voice to Management team/resource providers when required

We believe you have

• Completed relevant qualification/degree 
• 13 - 15 years experience in B2B business development and/or sales
• Have successful track record of generating new business
• Understanding of local market, customers and categories mapping to identify opportunities
• Ability to assess and qualify opportunities along with other functions