Key Account Manager (Processing) at Tetra Pak

DIVISION: Commercial/Sales Management
REPORTING INTO: Key Account Director

JOB OBJECTIVE:

Manage the designated key account(s) for which he/she is responsible:

• Identify the opportunities to increase customer profitability for a sustainable and profitable mutual growth
• Develop, implement a multi-annual strategic plan concerning a key account and transform it into an annual operational plan, based upon the Market Company strategy and upon the Customer expectations/contributions/strategies and turn it into, according to the Product plans (Packaging, Equipments and Technical Service Products) and the market company
• Manage the team of account managers to implement the plan
• Propose the annual budget of the key accounts. Responsible for the results reached (Profit and Loss as regards Packaging, Equipment and Services).

KEY RESULT AREAS:

• Ensure a sustainable and profitable mutual growth
• Develop, at different levels, a transverse relationship with the customer and ensure strategic alignment
• Ensure and improve Customer Satisfaction and Loyalty according to global group processes
• Understand the Customers overall business and activities (competitive environment, growth strategy, productivity, profitability)
• Identify customer needs and drive opportunities in agreement with the commercial business strategy, the market, category, portfolio and plans of the Technical Service department
• Drive the deployment of operational and strategic plans jointly with the Customer and the internal organization (targets, budgets...)
• Actively pursue business opportunities through the Opportunity Management & Sales global process
• Drive closure of sales contracts according to process and execute implementation according to relevant global process.
• Define, review and optimize the global cost of the customer system
• Pro-actively drive resolution of customer issues, including Cross boundary issues
• Select the members of the KAM team and set their IO’s (Individual Objectives)
• Make sure that the abilities of the key account team match customer needs (organization, skills, processes and tools)
• Ensure accurate sales forecasts
• Responsible for the financial objectives of the customer (P & L)
• Manage the Key Account team
• Lead and coordinate the Account Manager’s activity
• Ensure the coherence of the marketing plan/commercial action plan
• Follow the improvement of action plans and intervene in cases of difficulties
• Validate and coordinate the coherence of actions lead in the market
• Responsible as Internal Account Manager
  • Act as the main interface between Group employees and the customer contacts, if it is relevant
  • Ensure a coherent implementation of commercial conditions in all the markets and the solving of potential conflicts
  • Supervise the customer performances at Cluster Level
  • Coordinate the new business opportunities in the Cluster
  • Share best practices
  • Drive the development plans of customers within the cluster
  • Regularly encourage top level customers to identify the opportunities within the Cluster which could be deployed at local level, in the different countries and follow the actions of Key Accounts
  • Coordinate all the marketing investments and their sharing out between the countries
  Develop the Cluster’s network with the appropriate Market Companies

EXPERIENCE:

• Bachelors degree in Sales or Business Administration with MBA
• Minimum of 7-10 years working experience in sales/business development, managing customers and operational management
• Minimum of 6 years working experience in a Key Account Manager role within the Food Processing and Packaging industry is a must
• Experience in managing local, regional and global customer accounts is a must - Preference will be given to candidates with experience in the GME&A region
• Experience in value-add selling of product offerings
• Superior Proficiency in MS Office
• SAP an advantage
• Knowledge of specialised Tetra Pak processing and packaging machinery would be advantageous
• Fluent in written and spoken English.

COMPETENCIES NEEDED:

• Customer Relationship Management
• Analytical - Analysis and synthesis skills
• Knowledge of the Product Portfolio
• Organized/Self drive/Priority Management
• Integrity and Trust
• Ability to work in a cross functional way, team player
• Leadership skills
• Excellent oral and written communication skills
• Excellent appearance
• Customer orientated
• Results orientated
• Business and Industry Awareness