Senior Sales Manager - Strategic Accounts, Melbourne-based

Job Summary

Be a pivotal member of our business by partnering with our customers to drive sustainable, mutual growth.
We are seeking a commercially savvy and strategic Senior Sales Manager to partner with leading, well-established dairy FMCG brands across Australia. Based in Melbourne, this role sits at the centre of a dynamic, matrixed organisation where collaboration, influence, and clear communication are key to success.
Partnering closely with cross-functional teams, you will develop, manage, and execute key account plans that strengthen customer relationships and enable sustainable growth—delivering immediate results while strategically building a pipeline for the future. An understanding of sustainability is important, with support provided to help you prepare customers for evolving regulatory requirements while working cross-functionally to deliver the best portfolio solutions

Tetra Pak is not considering applicants (Internal or External) who require International relocation to Australia.

What you will do

As our Senior Sales Manager – Strategic Accounts, you will have the following key responsibilities: 

• Build and manage strong relationships with major dairy FMCG customers, acting as a trusted strategic partner


• Navigate a complex, matrix stakeholder environment, collaborating cross-functionally across sales, marketing, supply chain, and leadership teams


• Translate customer insights into tailored solutions that deliver mutual value


• Develop and execute joint business plans with a focus on both short-term performance and long-term growth opportunities


• Lead customer negotiations and influence key decision-makers to drive successful outcomes


• Work closely with the Marketing team to monitor market trends and customer performance to identify risks and opportunities


• Effectively manages and measures workload, prioritising activities to deliver maximum impact

You will: 

• Support assigned strategic customers on growth and support needs, mapping them with portfolio solutions that Tetra Pak can offer


• Agree on shared objectives and targets with the customer. Ensure the support team is driving Tetra Pak’s value proposition for the customer.


• Work with internal cross functional teams to develop proposal with quantified, fact-based value benefit for both customer and Tetra Pak


• Drive the balance between achieving short-term targets while creating a pipeline of opportunities for the future that bring Return on Investment (ROI) business cases for mutual gain


• Work effectively with Marketing to identify white spaces in customers’ portfolio, acting as a consultant to give input to their product & packaging innovation plans


• Connect customers with co-manufacturers where relevant to help with speed to market; work effectively with Tetra Pak Business Development team to achieve this  


• Work with Processing and Services Account Manager to develop integrated key account plans and offer turnkey solutions to customers when applicable.


• Drive Customer Satisfaction and Partnership improvements according to global process. Ensure that Customer Feedback actions are included in the Account Plan actions section. Drive resolution of customer issues, including Cross Boundary Issues.


• Secure accurate Sales Forecasting for assigned Accounts. Ensure that Accounts Receivable expectations are met for the Account.


• Act as the key driver for Account activities by coordinating cross-functional efforts and ensuring alignment with customer needs. You’ll support the development of team competencies, share best practices, and promote continuous improvement in Account Management. While you’ll lead initiatives and foster collaboration, this role does not include direct people management.


• Utilize CRM tools to manage opportunity pipeline and company tools for reporting on account performance and resource demands

We believe you have

About You

You are a highly capable communicator with a strategic mindset and a passion for delivering customer-centric solutions. You thrive in fast-paced, collaborative environments and can confidently influence at all levels.

You Bring

• Proven experience Sales and/or Marketing responsibilities within FMCG (dairy or grocery preferred)


• Strong ability to operate effectively in a matrix organisation


• Exceptional stakeholder engagement and communication skills


• Strategic thinking combined with strong commercial acumen


• A track record of balancing immediate business delivery with long-term growth planning


• Confidence in presenting, negotiating, and influencing senior stakeholders


• Ability to deal naturally with challenging stakeholders and work cross-functionally in a seamless fashion


• Demonstrable skills in Value Selling, Account Management