Key Account DirectorTetra Pak

• 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 drive 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.
• This position is based in Johannesburg South Africa.

What you will do
People/Team Leadership: 

• Lead the key account teams of strategic accounts or a 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 objectives (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 (key criterion for a 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's 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 the Key Account team and customer, drive the development and execution of the Key Account plan. Agree on shared objectives and targets with the customer.
• Ensure the 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 are 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 Southern Africa region will be an advantage.
• Experience in dealing with complex external stakeholders and managing cross-functional internal teams required.
• Strong demonstration of Value Selling, Account Management, and Strategic orientation required.
• Business development mindset – to grow the Southern Africa region with new customers.
• Production understanding of packaging materials will be an advantage.
• Team player, Self-driven with excellent communication skills needed.
• Must be a South African citizen with a valid ID.

We Offer You

• A variety of exciting challenges with ample opportunities for development and training in a truly global landscape
• A culture that pioneers a spirit of innovation where our industry experts drive visible results
• An equal opportunity employment experience that values diversity and inclusion
• Market competitive compensation and benefits with flexible working arrangements