Key Account Manager

Job Summary

Deliver on Top & Bottom-line Growth, building strong customer partnerships 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 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

• 3-4 years experience in Sales / Account Mgt
• Total 4 yrs of experience in corporate environment.
• Customer Facing roles experience
• Good Stakeholder Management
• Good level of English and Turkish
• Graduation Business Administration, Economics, Marketing or Engineering