Key Account Manager

Job Summary

We are now looking for a dynamic and customer focused Key Account Manager with a proven track record in sales management and a deep understanding of the food and beverage industry. 
 
In this role you will play a crucial role in driving revenue and growth in a cross-functional team, fostering strong relationship with customers' key stakeholders, develop strategies and action plans and execute business plans and capture opportunities across business streams (Packaging Material & Equipment, Processing Equipment and Services).
 
The position is based in Arganda del Rey, Spain.

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

• 5 years of experience in Sales / Account Management, preferably in a corporate environment.
• Master’s Degree in Business Administration or Engineering
• Fluent Spanish and English language skills, Portuguese language is an advantage
• Cross-boundary experience (Customer and Project Management)
• Good stakeholder management
• Ability to deal with cross functional issues

To be successful in this position you also need to have the ability to listen and address the customer's need in order to define and understand the business opportunity as well as seeing the possibilities and form a value proposition. You need to have the ability to thrive in a fast-paced and dynamic environment. Your communication skills are excellent as well as your interpersonal skills so that you can build trust and good relationships. You are a collaborative person who share your ideas and feedback. 
 
This role will involve extensive travelling, so a willingness to travel as needed.