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Key Account Manager

Tetra Pak
Nairobi, Kenya
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Posted:Sep 22 By:Hiring Kenya

Company Details
Name:Tetra Pak
Industry: Electrical/Electronic Manufacturing
Website: http://www.tetrapak.com/
Description: Tetra Pak​ is one of three companies in the Tetra Laval Group - a private group that started in Sweden. The other two companies are DeLaval and Sidel. Tetra Laval is headquartered in Switzerland.​ Together with our customers we make food safe and available, everywhere. Since the start in 1951 we have taken pride in providing the best possible processing and packaging solutions for food. Read more about Tetra Pak, our vision and core values. About Tetra Pak Every day, across the world billions of litres of water, milk, juice and other liquid foods are consumed. At Tetra Pak, we have developed a range of packages to protect both the nutritional value and the​ taste of the products inside. Thanks to Tetra Pak technology, the packaging and distribution of liquid products to the consumer has been greatly facilitated.​ "A package should save more than it costs.” This was the tenet of the founder of Tetra Pak, Dr. Ruben Rausing, who initiated the development of the tetrahedron shaped package. The fundamental idea was to form a tube from a roll of plastic-coated paper, fill it with the beverage and seal it below the level of the liquid. Today, Tetra Pak offers much more than just packaging equipment for liquid food products. We also provide a range of processing and packaging technologies for use with a broad array of products, from ice cream and cheese to fruit, vegetables and pet food. We supply complete systems for processing, packaging and distribution, designed to optimise the use of resources. Our processing systems are not only developed to treat the products gently, but also to minimise the use of raw materials and energy during manufacture and subsequent distribution. We are committed to reducing the environmental impact of our operations and to enhancing the environmental performance of our products and solutions, including the continued development of environmentally efficient packages that protect food and prevent it from being wasted.​
Job Description

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 accounts/ sales area through timely portfolio, commercial actions & necessary competitiveness measures impacting project/ account management costs 

 

Customer partnerships: Drive strategic alignment using steps of key account management with the following focus areas:

 

Build solid understanding of customer’s business environment, strategy, financial perf./ value chain & operations, incl. their short & long-term ambitions to grow share of wallet with portfolio innovations

 

Build & cultivate strong understanding, relationship & alignment across all levels of Customer’s organization- mapping different decision makers/ personas, their drivers (policies thereof) and map corresponding relationship owners within Tetra Pak

 

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 joint ambitions and actions, objective & time bound, and prioritized across MC Growth initiatives & Tetra Pak’s strategic pillars

 

Amplify customer’s voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers

 

Accelerate Sales Funnel: Drive Sales Play, Nurture opportunities using value books & mobilize right resources based on customer’s needs, buying process & opportunity maturity

 

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 close

 

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 Pak's 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

 

5 years of experience in Sales / Account Management, preferably in a corporate environment.

 

University Degree in Business Administration or Engineering

 

Fluent English language skills

 

Cross-boundary experience (Customer and Project Management)

 

Good stakeholder management

 

Ability to deal with cross functional issues

 

 

 

Education: Degree, Diploma
Employment Type: Full Time
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