Sales Director - TETRA PAK

Description

To lead and manage Sales Management, with responsibility to ensure effective Key Account Management, the establishment of appropriate commercial terms and conditions, effective opportunity management, Customer Loyalty program and accurate sales forecasting for the Market. Market Leader in supporting all Key Accounts and other accounts in the market as well as escalation of issues

EXPERIENCE: 

• Proven track record in sales at a senior level -Minimum 8 years sales experience
• B2B sales and/or marketing experience a must
• Superior Proficiency in MS Office
• SAP an advantage

KEY RESULT AREAS:      

• Lead in the elaboration and deployment of market  strategies for Sales Management, based on input from Operating Units
• Ensure effective cross functional Key Account Management (plans, teams, targets and shared objectives)
• Ensure effective Key Account Management with specific focus on the Strategic Accounts, and ensure designated customers/channels are addressed.
• Identify and propose Market  Accounts  together with the market management
• Ensure that  teams managing Key  Accounts are established with right competences and resources, and participate in  Key Account appointments
• Participate in Key  Account networks, and in the development of account planning and contract development
• Lead the Sales Management  network within the market
• Participate in competence development, succession planning of Sales staff in the market  together with HR
• Ensure that an effective pricing process is set up and managed in the market aligned with the overall TP corporate pricing process
• Manage the overall market pricing model ensuring compliance with the Tetra Pak pricing process.
• Manage pricing issues across market within the cluster to ensure defend-ability within the market.
• Manage the exceptions process for commercial issues.
• Active member in the market  pricing process and pricing forum meetings
• Lead  the establishment of compliance (competition law and process) guidelines, monitors results and recommends corrective action
• Contribute to the establishment of Market Customer Management processes including KPI (Opportunity Management, Relationship Management, Sales forecasting).
• Actively collect and share Best Practices within the market  and cluster SM network
• Formulate the role of retail in the market  strategy together with Managing  Director
• Convert viable business opportunities into a sale

Qualifications 
COMPETENCES  & PERSONAL  ATTRIBUTES:          

• Speed and Quality to deliver
• Results oriented, with focus on execution
• Good knowledge of the  Dairy industry
• Customer Relationship Management
• Knowledge of the Product Portfolio
• Ability to work in a matrix organization
• Analysis and synthesis skills, Team Player & Leadership
• Excellent communication & presentation skills
• Excellent appearance
• Business Acumen

OTHER REQUIREMENTS:            

Driver's licence and passport
Willing and able to travel extensively

Closing date:4th June 2012. APPLY NOW