Sales Manager

Job Summary

At Tetra Pak,  the sales team is the engine that drives the global consumer reach of our packaging solutions. We’re seeking a qualified Sales Manager who can help keep this engine running with their own sales skills in our Market Operations Team. The ideal Sales Manager has deep experience with the entire sales process, excelling at lead generation, relationship building, and deal closing. We’re looking for a quick learner who has strong negotiating skills — someone with a successful track record who can inspire the same performance in others. The role demands a sharp mind and an ability to build and maintain strong customer relationships, providing end-to-end solutions, delivering financial and commercial excellence in the Caucasus & Central Asia region. The role is based in Almaty, Kazakhstan and will require up to 50% travelling. 
 

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 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)
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, regulatory framework & general code of conduct. Manage proper & timely documentation of Customer Files.

We believe you have

Customer-Centric Mindset: Prioritizes customer needs and builds long-term relationships, not just short-term sales. 
Integrity and Transparency: Operates with honesty and openness, fostering credibility with clients.
Resilience and Persistence: The CCA market often involves long sales cycles, urgent challenges and complex negotiations. 
Continuous Improvement: A growth mindset focused on improving processes, learning about new technologies, and understanding evolving client needs.
Industry Knowledge: Understanding of the packaging industry, including materials, regulations, and trends. This can significantly enhance credibility when speaking with clients.
Sales Expertise: Proven track record in B2B sales, with experience in consultative selling, lead generation, prospecting, and closing deals.
Negotiation Skills: Strong ability to navigate complex pricing structures and contracts common in the packaging sector, ensuring value for both the client and the company.
Communication skills: Clear, concise, and persuasive communication, with the ability to adapt messages to the technical or business-oriented needs of different stakeholders.
Account Management: Capable of managing and growing existing accounts, fostering loyalty and repeat business.
Problem-Solving Skills: Packaging solutions often need customization. The ideal candidate can diagnose client pain points and offer tailored solutions.
English language proficient 
Relevant B2B Sales Experience: Ideally, the candidate has 3-5+ years of experience in FMCG, packaging or equipment (manufacturing, logistics, materials, etc.).
Supply Chain Familiarity: Understanding of how packaging fits into broader supply chains.
CRM and Sales Tools: Proficient in using CRM systems, such as Salesforce, for pipeline management and customer relationship building.
Understanding of Market Trends: Familiar with the latest innovations in packaging and Dairy and JNSD categories.

Bonus Skills
Data Analysis: Ability to analyze sales data and client metrics to identify trends and opportunities for growth.
Global Sales Experience: If the company has international reach, familiarity with cross-border logistics, tariffs, and regulations would be advantageous.