Job Description:
Deliver financial targets of Services business, for allocated customers
- Support Sales Managers/ATL to deliver on the financial targets (top and bottom line) on the respective area of responsibility
- Responsible for driving the service growth initiatives with team ensuring growth from focus categories of service business
Customer relationship: Ensure account plan have due services contribution, reflect the time bound objectives & opportunities and are executed successfully
- Understand customer needs and pain points to generate new business and offer profitable value offerings by using complete services portfolio
- Amplify customers voice by identifying gaps across customer touchpoints and closing the loop with customers
Accelerate Sales Funnel:
- Prioritise opportunities based on customers needs, buying process & opportunity maturity (time & budget)
- Support in nurturing opportunities for customers
- Capture customer requirements accurately using different questioning techniques to configure solutions that maximize value for Customer & for Tetra Pak
- Drive E2E System Solutions (Integrated contracts, Up and Cross- Selling opportunities)
- Create solutions, Quote & Negotiate deals/ contracts with customers using Value selling, Value Books
- 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)
Planning & Forecasting: Monthly forecasting, for Services 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
SHORTDESCRIPTION section. 3 of 10.
Section Title: We believe you have
We believe you have
- Minimum 7 years experience in Sales / Account Management.
- 3 years of experience in corporate environment.
- Customer facing experience
- Good stakeholders management
SHORTDESCRIPTION section. 4 of 10.
Section Title: Minimum Education
Minimum Education
Graduation : Engineering & skills fluent in English & Local language
LONGDESCRIPTION section. 5 of 10.
Section Title: Key Outputs and Measurements
Key Outputs and Measurements
KPIs: Services Net Sales vs TG, Margins vs TG, Receivables, Win & Hit Rate, Sales Cycle time, Forecast Accuracy, CX/RCX NPS, Contract Coverage, Number of exceptions, Cost of Serve