Sales Manager

Job Summary

Tetra Pak South Europe is currently seeking a qualified Sales Manager for its Sales Management department in the South Europe, based in Athens, Greece. 

Mission: to deliver on Top & Bottom line Growth, building strong customer relationships as E2E System Solution provider & delivering financial and commercial excellence. The qualified candidate will be responsible for customers especially, but not limited to, in Greece, Cyprus & Israel.

What you will do

Financial Target Delivery: Deliver financial targets, 3 x Businesses, for the allocated customers:

❑ 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 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 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

Accelerate Sales Funnel: Nurture opportunities & 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

• University degree in Engineering (preferably) or Business Administration/Marketing. 
• Min 5 years working experience in B2B Sales where Account Management is a driver of success.
• Fluency in Greek & English both verbally and in writing
• You are an expert with MS office Package (Excel, PowerPoint, etc.). 
• You have a Driver's licence
• Flexibility and willingness to travel (i.e.. 30% of time)

Skills and Competences:

• Demonstrating Dynamic, Productive and Capable behaviours
• Account Planning & Management skills
• Mastering Value Selling & Tools (ie CRM)
• Negotiation & Problem solving Skills
• Excellent communication and presentation skills
• Team-spirit and results-oriented person
• Accountable and responsible