Sales Manager

At Tetra Pak we commit to making food safe and available, everywhere; and we protect what's good – protecting food, protecting people, and protecting the planet. By doing so we touch millions of people's lives every day.

And we need people like you to make it happen.

We empower you to reach your potential with opportunities to  make an impact to be proud of – for food, people and the planet.

 

Job Summary

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 ski