Services Sales Manager

Job Summary

Deliver on Top & Bottom-line Growth, building strong customer relationship as E2E System Solution provider & delivering financial and commercial excellence.

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 customer’s business environment, strategy, financial perf./ value chain & operations, incl. their short & long-term ambitions

❑ Build & cultivate strong understanding, relationship & alignment across all levels of Customer’s 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 customer’s 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 customer’s 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 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

• 3 years experience in Sales / Account Mgt


• Total 5 yrs of experience in corporate environment.


• Account team


• Cross-boundary experience (Customer, Project)


• Good stakeholders management


• Deal with cross functional issues


• Good level of French and English