Sales Executive

Job Summary

What you will do

Financial Target Delivery:

• Deliver financial targets 3 Businesses for the allocated customers/ team
• 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 customers business environment strategy financial perf./ value chain & operations incl. their short & long-term ambitions
• Build & cultivate strong understanding relationship & alignment across all levels of Customers organization
• 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 customers voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers
• Balance between physical and digital way of working to ensure efficiency

Accelerate Sales Funnel: Nurture opportunities & mobilize right resources based on customers needs buying process & opportunity maturity (time & budget)

• 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 win
• 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 Paks 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

• At least 2 years of experience in Sales or Account Management
• A minimum of 3 years of professional experience in a corporate environment
• Exposure to working across different functions or with customers and projects
• Strong stakeholder management skills
• Ability to handle cross-functional challenges and collaborate effectively
• Bachelors degree in Business Administration Economics Marketing or Engineering
• Language skills: Fluent in English and German (written and spoken)