Job at Tetra Pak for a Key Account Manager (Processing)

Tetra Pak – Which takes its name from the original tetrahedron-shaped cartons it developed – manufactures and markets food packaging containers, filling systems, and distribution equipment for industrial customers in more than 170 countries. Its coated-paperboard boxes are used to hold dry, wet, cold, and shelf-stable foods and beverages. The privately-owned company is the largest subsidiary of holding company Tetra Laval International.

Tetra Pak is recruiting to fill the position below:

Job Title: Key Account Manager (Processing)
Ref No: LAG00001X
Location: Lagos
Division: Commercial/Sales Management
Reporting into: Key Account Director
Job Objective
Manage the designated key account(s) for which he/she is responsible:

  • Identify the opportunities to increase customer profitability for a sustainable and profitable mutual growth
  • Develop, implement a multi-annual strategic plan concerning a key account and transform it into an annual operational plan, based upon the Market Company strategy and upon the Customer expectations/contributions/strategies and turn it into, according to the Product plans (Packaging, Equipments and Technical Service Products) and the market company
  • Manage the team of account managers to implement the plan
  • Propose the annual budget of the key accounts. Responsible for the results reached (Profit and Loss as regards Packaging, Equipment and Services).

Key Result Areas:

  • Ensure a sustainable and profitable mutual growth
  • Develop, at different levels, a transverse relationship with the customer and ensure strategic alignment
  • Select the members of the KAM team and set their IO’s (Individual Objectives)
  • Make sure that the abilities of the key account team match customer needs (organization, skills, processes and tools)
  • Ensure accurate sales forecasts
  • Responsible for the financial objectives of the customer (P & L)
  • Manage the Key Account team
  • Lead and coordinate the Account Manager’s activity
  • Ensure the coherence of the marketing plan/commercial action plan
  • Follow the improvement of action plans and intervene in cases of difficulties
  • Validate and coordinate the coherence of actions lead in the market
  • Ensure and improve Customer Satisfaction and Loyalty according to global group processes
  • Understand the Customers overall business and activities (competitive environment, growth strategy, productivity, profitability)
  • Identify customer needs and drive opportunities in agreement with the commercial business strategy, the market,  category, portfolio and plans of the Technical Service department
  • Drive the deployment of operational and strategic plans jointly with the Customer and the internal organization (targets, budgets…)
  • Actively pursue business opportunities through the Opportunity Management & Sales global process
  • Drive closure of sales contracts according to process and execute implementation according to relevant global process.
  • Define, review and optimize the global cost of the customer system
  • Pro-actively drive resolution of customer issues, including Cross boundary issues
  • Responsible as Internal Account Manager:
    • Act as the main interface between Group employees and the customer contacts, if it is relevant
    • Ensure a coherent implementation of commercial conditions in all the markets and the solving of potential conflicts
    • Supervise the customer performances at Cluster Level
    • Coordinate the new business opportunities in the Cluster
    • Share best practices
    • Drive the development plans of customers within the cluster
    • Regularly encourage top level customers to identify the opportunities within the Cluster which could be deployed at local level, in the different countries and follow the actions of Key Accounts
    • Coordinate all the marketing investments and their sharing out between the countries
  • Develop the Cluster’s network with the appropriate Market Companies

Qualifications
Experience:

  • Bachelors degree in Sales or Business Administration with MBA
  • Minimum of 7-10 years working experience in sales/business development, managing customers and operational management
  • Experience in value-add selling of product offerings
  • Superior Proficiency in MS Office
  • SAP an advantage
  • Knowledge of specialised Tetra Pak processing and packaging machinery would be advantageous
  • Fluent in written and spoken English.
  • Minimum of 6 years working experience in a Key Account Manager role within the Food Processing and Packaging industry is a must
  • Experience in managing local, regional and global customer accounts is a must – Preference will be given to candidates with experience in the GME&A region

Competencies Needed:

  • Customer Relationship Management
  • Analytical – Analysis and synthesis skills
  • Excellent oral and written communication skills
  • Excellent appearance
  • Customer orientated
  • Results orientated
  • Business and Industry Awareness
  • Knowledge of the Product Portfolio
  • Organized/Self drive/Priority Management
  • Integrity and Trust
  • Ability to work in a cross functional way, team player
  • Leadership skills

How to Apply
Interested and qualified candidates should:
Click here to apply

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