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TRC Business Development Manager

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Date: 7 Nov 2024

Location: Cairo, EG Algiers, DZ Bursa, TR Casablanca, MA Dubai, AE Dubai, AE Istanbul, TR Izmir, TR Jeddah, SA Tehran, IR Tunis, TN Tunis, TN

Company: Tetra Pak

At Tetra Pak we commit to making food safe and available, everywhere; and we protect what's good – protecting food, protecting people, and protecting the planet. By doing so we touch millions of people's lives every day.

And we need people like you to make it happen.

We empower you to reach your potential with opportunities to  make an impact to be proud of – for food, people and the planet.

 

Job Summary

We are looking for a proactive, motivated person to join our team. As TRC Business Development Manager your main tasks would be to deliver on Top & Bottom-line Growth, building strong customer partnerships as E2E System Solution provider & delivering financial and commercial excellence. You would be responsible for the African regions.
 
The position involves travelling around 50% of your time.
 
In this position you can be based in the following locations:

  • Algeria: Algiers
  • Egypt: Cairo
  • Iran: Tehran
  • Morocco: Casablanca
  • Tunisia: Tunis
  • Saudi Arabia: Jeddah
  • Türkiye: Bursa, Istanbul or Izmir
  • United Arab Emirates: Dubai

What you will do

Target Delivery: Acquire new growth customers as per agreed business development plan in line with market growth roadmap

  • Understand & drive improvement actions in business development to accelerate growth via channels, using co-packers, unutilised capacity, new portfolio etc. 

Accelerate Sales Funnel:

  • Create & execute sales play with target prospects along with marketing & portfolio teams
  • Nurture opportunities using value books & mobilize right resources based on opportunity needs, buying process & opportunity maturity
  • 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 with close cooperation with marketing
  • 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 all businesses, to secure base material, production & financial planning

Prospect Management: Build solid understanding of prospects business environment, strategy, financial perf./ value chain & operations, incl. their short & long-term ambitions to grow share of wallet with portfolio innovations and the following:

  • Build & cultivate strong understanding, relationship & alignment across all levels of prospect’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 solution design
  • Amplify prospect/customer’s voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers

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 P KPIs: Customers acquired in line with Growth roadmap, Margins vs TG, Receivables, Win & Hit Rate, Sales Cycle time, Forecast Accuracy, Number of exception

We believe you have

  • Minimum 2 years of Sales/BD experience in Tetra Pak or externally minimum 3 years of BD experience
  • Fluent English and French language skills - any other local language skills are an advantage
  • Have successful track record of generating new business (suspect to prospect)
  • Understanding of local market / customers / categories mapping to identify opportunities
  • Ability to assess and qualify opportunities along with other functions – Services / Processing etc.
  • Good communication skills with proactive personality

We Offer You

  • A variety of exciting challenges with ample opportunities for development and training in a truly global landscape
  • A culture that pioneers a spirit of innovation where our industry experts drive visible results
  • An equal opportunity employment experience that values diversity and inclusion
  • Market competitive compensation and benefits with flexible working arrangements

 

Apply Now

If you are inspired to be part of our promise to protect what’s good; for food, people, and the planet, apply through our careers page at https://jobs.tetrapak.com/. 

 

Diversity, equity, and inclusion is an everyday part of how we work. We give people a place to belong and support to thrive, an environment where everyone can be comfortable being themselves and has equal opportunities to grow and succeed. We embrace difference, celebrate people for who they are, and for the diversity they bring that helps us better understand and connect with our customers and communities worldwide.

 

Apply now »