Job Openings at Tetra Tech

What you will do

• Manage customer relationship from a service perspective through a structured communication approach
• Understand customer needs through proactive continuous customer diagnosis
• Create, implement and follow-up service account plans in alignment with customer and account team
• Create, implement and follow-up quality plans per account in line with customer and account team
• Identify sales opportunities, create solution and fact-based value proposal, negotiate and close deals and drive growth of profitable service contracts
• Manage internal interfaces and customer to assure efficient delivery of service and quality account plans
• Support resolution of technical issues by being responsible for communication with customer and issue driver

We believe you have

• BSc Degree in Mechanical/Electrical Engineering is preferred
• 5-10 years’ experience a Services Key Account Manager role (Preferably in the Food Processing & Packaging industry)
• Knowledge of specialized Tetra Pak processing and packaging machinery would be advantageous
• Customer relationship management experience
• High level of customer focus  
• Experience in value-add selling of product offerings
• Proficiency in MS Office - PowerPoint, Excel etc.
• SAP knowledge an advantage
• Willing and able to travel extensively (both nationally & internationally)

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What you will do

Key Responsibilities: 

• Financial Target Delivery: Deliver financial targets for the allocated indirect channel accounts. 

Accelerate Sales Funnel: 

• Establish approved Business plan for Growth of Indirect channels in line with overall Market plan 
• Generate leads and opportunities by up/cross selling defined products/solutions & by updating them on new products, mainly via digital platforms 
• Lead & opportunity management, cross selling and up selling and fact-based value selling, proposal, negotiate and close deals 
• Lead Services and Processing portfolio deployment of relevant solutions in dimensions of indirect channels. 

Customer Experience & Relationship Management 

• Responsible for onboarding, engagement and experience of indirect channel accounts
• Establish account plans for selected customers with periodical reviews of channel performance 
• Leverages on digital platforms to drive engagement with indirect channel customers, promote Tetra Pak portfolio & build awareness and capability in the channel 

Indirect Channels Business Ownership: 

• Manages agreements with Indirect Channels accounts according to global guidelines 
• Responsibility of Alfa Laval Alliance at market level 
• Development of internal awareness of Indirect Channels at market level 
• Responsible to align on territory allocation and manage overlaps 
• Participate in industry meetings and maintain a network of connections through social networking, industry events, etc. with the objective of expanding the network of indirect channel accounts 
• Planning & Forecasting: Forecasting for the respective accounts based on pipeline, projections and closed sales, primarily using digital tools or statistical data.

Commercial Compliance : 

• Understand & comply with Tetra Pak's Commercial practices framework (including Pricing, Contract terms & Authorisation matrix), regulatory framework & general code of conduct. 
• Measures: Net Sales vs Target (Processing / Services); Hit / Win rate (%); New Products Sales in Channel, Growth%, New customers added, Sales / customer

We believe you have

• University bachelor's in business or engineering.
• 10+ years' experience in similar role within the FMCG industry.
• Services Portfolio Knowledge would be a add advantage.
• Understand TP portfolio & understanding market Intelligent would be an added advantage.
• A solid background of Plant component sales such as “pumps, valves, Automation components, measuring instruments …etc.)
• Ingredient sales experiences is a plus.
• Demonstrate leadership & communication skills.

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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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What you will do

As a PS&C Capability Driver (Digitalization Expert), you will:

• Collaborate with the Strategy and Capability team to define and prioritize focus areas, ensuring alignment with organizational goals;
• Drive comprehensive feasibility analyses on improvement areas, providing valuable insights to inform decision-making processes;
• Ensure thorough capturing of business requirements and design system solutions accordingly, delivering viable end-to-end solution frameworks;
• Develop and implement Robotic Process Automation solutions to streamline processes and enhance operational efficiency;
• Create impactful Hyper Reports and Dashboards to facilitate data-driven decision-making within the organization;
• Actively participate in global Business Transformation Projects related to PS&C operations, contributing to the organization's overall strategic objectives;
• Provide support to the World Class Manufacturing (WCM) Program within the PS&C domain;
• Analyze PS&C Key Performance Indicators (KPIs) and drive action plans to address identified areas for improvement;
• Proactively seek new processes and tools, driving continuous improvement initiatives within the PS&C domain;

We believe you have

• Bachelor’s degree in data science, data management or information science.
• 3-5 years of experience in RPA development and Power Platform: Share point lists, Power Automate, Power BI and Power APPs.
• Experience with other business analytics tools, coding experience, basic DBA (database administration) and SQL Server knowledge are a Plus.
• Skills: Analytical mindset, agility, strong drive for results, ability to deliver on time and under pressure, effective communications skills and proficiency in stakeholder and change management.
• Proficiency in English (is a must).

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Job Summary

Deliver on Top & Bottom-line Growth, building strong customer partnerships as E2E System Solution provider & delivering financial and commercial excellence

What you will do

Financial Target Delivery:

• Deliver / enable net sales target in the area of expertise / category
• Support Account Managers/Representatives/Sales Managers to deliver on the financial targets (top and bottom line) on the respective area of responsibility

Accelerate Sales Funnel:  

• Leverages on identified customer needs within area of expertise to generate & nurture leads and opportunities. Cross / Up-sell products and solutions.
•  Proactive identification of leads in defined area of responsibility, support marketing to drive efforts to generate leads & customer interest, engagement for categories of specialist
• Drives opportunity management, creates solutions, quote and negotiate with customers with a value selling approach
• Supports creation, implementation and follow-up of sales objectives in accounts plans in collaboration with Services KAM
• Drives product deployment plans of Services products in collaboration with Portfolio Management
• Identify portfolio gaps or opportunities based on interaction with customers and address with respective Product Managers  

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  

KPIs:

• Net Sales vs TG, Margins vs TG, Win & Hit Rate.

We believe you have

• A completed Bachelors qualification/degree is preferred