Current Vacancies at Tetra Pak

What you will do

• Drive sustainable profitable growth in processing solutions according to agreed market strategy and market plans 
• Drive efficient Deal/Opportunity Management CE Processing (decision to quote/accept price, margin, risk and resourcing) following the defined thresholds and agreed prioritizations in the market and cluster
• Ensure compliance to Tetra Pak Processing Pricing Strategy, Commercial processes, policies and tools
• Execute local sales strategies for all categories and ensure capabilities in accordance with approved targets
• Ensure efficient Channel & Customer Management (incl. lead, opportunity & pipeline management, account planning, sales coverage & target setting)
• Drive efficient cross functional Strategic and Key Account Management in the market for Processing 
• Business Development in new categories and customers 
• Drive product deployment including key Component sales in the market
• Ensure that key messages are delivered and understood by engaging employees in dialogue, actively sharing and seeking feedback

We believe you have

• A university degree in Business Administration/Engineering or similar
• 10-15 years of experience in Food Processing and Packaging Industry in a similar role
• MBA 
• Proven track record of Processing sales and business development
• Experience in value added selling of product offerings
• Fluency in English, both written and oral is required
• Fluency in Portuguese will be an added advantage
• Must be South African citizen with a valid ID – EE targets apply
• Driver’s licence and passport. Willing and able to travel extensively (both nationally & internationally) 

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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