.Understand and drive improvement actions to secure a profitable account/sales area through timely portfolio, commercial actions and necessary competitiveness measures impacting project/ account management costs.
Lead generation/opportunity identification both outside in (customer discussions, marketing campaigns, tenders etc.) and inside out (market growth initiatives/new geographies/new segments, contract renewals/capacity expansion 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 and for Tetra Pak.
Drive end-to-end system solutions (integrated sales, cross selling opportunities).
Create solutions, quote and negotiate deals/ contracts with customers using value selling process.
Build and cultivate strong understanding, relationship and alignment across all levels of Customer s organization.
Use Customer Segmentation model to map strategic fit of customer needs/ambitions, business/value potential and competitive positioning, to ensure prioritization and customized approach from Tetra Pak, in both solution design and account management.
Build and successfully execute account plans: securing objective and time bound actions to generate, nurture and win opportunities.
Amplify customer s voice by identifying gaps across customer touchpoints systematically, and driving proactive improvement actions and closing the loop with customers.
Balance between physical and digital way of working to ensure efficiency.
Understand and comply with Tetra Pak s commercial practices framework, regulatory framework and general code of conduct.
