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.
Job Title: Key Account Manager (Processing)
Job Description
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
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
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.
How to Apply
Click Here to Apply Online
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