Sales Manager
Job description
Job Summary
Tetra Pak is looking for a Sales Manager who will deliver on Top & Bottom-line Growth, building strong customer relationship as E2E System Solution provider & delivering financial and commercial excellence.
This is permanent position based in Jakarta, Indonesia.
What you will do
As a Sales Manager, you will:
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
- 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
- 3-5 years experience in Sales / Account Mgt
- Total 3 yrs of experience in corporate environment.
- Account team
- ross-boundary experience (Customer, Project)
- Good stakeholders management
- Deal with cross functional issues
Skills mentioned
Tetra Pak's story begins with a simple, yet revolutionary, idea. In 1951, Dr. Ruben Rausing, driven by the vision of creating a package that would 'save more than it costs,' established AB Tetra Pak in Lund, Sweden. This was the culmination of efforts that started in 1943, aiming to develop a milk container that maximized food safety while minimizing material usage. The core innovation, a tetrahedron-shaped paper-based carton, was engineered by Erik Wallenberg. This unique shape, formed from a tube filled with liquid and sealed below the beverage level without air, inspired the company's name. The first Tetra Pak machine, designed for packaging cream in 100ml Tetra Classic cartons, was delivered in 1952 to a local dairy in Lund, marking a significant departure from the traditional heavy glass bottles. The company's journey was one of continuous innovation and expansion. A pivotal moment came in 1961 with the introduction of the world's first aseptic carton, the Tetra Classic Aseptic (TCA). This groundbreaking technology, which involved sterilizing both the packaging material and the product at high temperatures and adding a layer of aluminum, allowed products like milk to be stored for months without refrigeration. This innovation was hailed by the Institute of Food Technologists as the most important food packaging innovation of the century. The 1960s also saw the debut of the rectangular Tetra Brik in 1963 and the gable-topped Tetra Rex in 1965. By the mid-1990s, under the leadership of Ruben Rausing's sons, Hans and Gad, Tetra Pak had transformed from a small family business with six employees in 1954 into a global corporation. A significant strategic move occurred in 1981 when Tetra Pak relocated its corporate headquarters to Lausanne, Switzerland, while research and development remained in Lund, Sweden. The acquisition of Alfa-Laval AB in 1991 further solidified Tetra Pak's position, enabling the company to offer integrated processing and packaging solutions. Today, Tetra Pak operates in over 160 countries, employing tens of thousands of people and remaining committed to its founding principle of making food safe and available, everywhere, while protecting food, people, and the planet.
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