Key Account Director at Tetra Pak

Job Summary

• As a Key Account Director, you will be responsible for delivering the agreed Net Sales growth target for the assigned customers, leading and managing Sales & Customer Management activities including processes, implementing appropriate commercial terms & conditions, effective opportunity management, customer satisfaction results, cross selling and upselling the Tetra Pak portfolio.
• You’ll have to make sure that the relevant Tetra Pak portfolio is deployed in full, meets competitiveness requirements and delivers a strong value proposition.
• You’ll have the responsibility to drives sales of our full portfolio – Packaging Materials, Capital Equipment & Services, and lead a cross functional Key Account team to build strong customer relationships to achieve sustainable growth by identifying and capturing short, medium and long-term business opportunities.

What you will do

People/Team Leadership: 

• Lead the key account teams of strategic accounts or combination of large key accounts, ensuring cross border alignment and delivery of key cross-functional activities.
• Active contribution as a member of the market company management team to deliver the market strategy, 3-year plans, commercial process maturities and capabilities.
• Balance strategic and operational objective (budget, resources) for customers.
• Evaluate the key account team effectiveness and performance, and drive continuous improvement .

Relationship Management: 

• Ensure a strategic fit with Tetra Pak and willingness to work together (a key criteria for customer account to be classified as a strategic account).
• Drive Customer Experience and Partnership improvements according to global processes.
• Managing Pricing and Commercial Conditions, Sales Forecasting for 3 businesses & Opportunity management through CRM (Salesforce).
• Drive improved understanding of the customer’s overall business .
• Identify customer needs and drive opportunities in line with Tetra Pak global business strategy, category, portfolio, processing and services plans.
• Value Selling: Drive execution of sales targets for packaging solutions and processing.
• Opportunity Pipeline Management Execution – engage all team members and the customer in joint value creation and quantification.

Key Account Management:

• Together with Key Account team and customer, drive the development and execution of Key Account plan.
• Agree on shared objectives and targets with the customer.
• Ensure team is driving Tetra Pak’s value proposition for the customer.
• Define, review and drive activities to improve line and plant performance and reduce overall customer operational costs .
• Ensure that where relevant, retail and processing is involved, and actions are aligned.
• Support Technical Key Account Managers and other Service Product roles in driving the sales of service products. Engage all team members and the customer in joint value creation and quantification.
• Ensure that Account receivable expectations are met for Key Account Sales Forecasting (Capital Equipment and Packaging Materials planning) .

We believe you have

• Strong sales background in B2B (Business to Business) .
• Knowledge of the food or beverage industry will be advantageous .
• Strong experience in sales and key account management.
• Understanding of local market / customers in the region will be an advantage .
• Experience in dealing with the complex external stakeholders and managing cross-functional internal teams required.
• Strong demonstration of Value Selling, Account management, Strategic orientation required.
• Business development mindset – to grow West Africa region with new customers.
• Production understanding of packaging materials will be an advantage .
• Team player, Self-driven with excellent communication skills needed .