• Career Opportunity at Tetra Pak

  • Posted on: 23 October, 2016 Deadline: Not Specified
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  • Conventional milk cartons are an unbreakable improvement over glass milk bottles, but the introduction of the Tetra Pak aseptic beverage container in the late 1950's was revolutionary for the food and beverage industries. Tetra Pak -- which takes its name from the original tetrahedron-shaped cartons it developed -- manufactures and markets food packaging containers, filling systems, and distribution equipment for industrial customers in more than 170 countries. Its coated-paperboard boxes are used to hold dry, wet, cold, and shelf-stable foods and beverages. The privately-owned company is the largest subsidiary of holding company Tetra Laval International.

    Key Account Manager (Processing)

     

    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

    Method of Application

    Interested and qualified? Go to Tetra Pak career website on tetrapak.taleo.net to apply

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