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E & D Category Manager

Date: 07-Jun-2019

Location: Hamilton, NZ

Company: Tetra Pak

Main Purpose of the Job

Ensures sustainable and profitable growth with Strategic and / or Cluster Accounts driving world-class, cross-boundary Key Account Management Ensures customer share within the Processing Cluster for International Accounts (IA) or other Key Accounts (KA)

Key Outputs and Measurements

Order intake, order intake margin, Sales result, TS&S Sales and margins, Customer share, Customer Satisfaction, Portfolio deployment

Key Relationships

External:  Convince external parties who are skeptical or unwilling to accept new concepts, practices, and approaches, e.g. IAs, Cluster Accounts, KAs Internal:  Convince others within the organization to accept complete proposals and programs where all parties are willing participants, e.g. Cluster Strategic Account Leader (SAL), Key Account Manager (KAM) for Strategic Accounts (SA), Packaging KAM,  Projects responisible, TS&S responsible, Finance responisible

Critical Experience

Strong tecnical knowledge of dairy evaporators & dryers

5+ years in Leadership Role and 7+ years working experience and knowledge of: - Food Processing Business - Sales Management


Minimum Education

University Degree Preferred technical, engineering discipline

Key Responsibilities

1. Drive mutual sustainable growth for both New Sales and TS&S by driving a cross-functional, cross-border team to build strong customer relationships while identifying and capturing short, medium and long term business opportunities
2.  Lead the International or Cluster Account team and coordinate cross functional activities
3.  Drive improved understanding of the International or Cluster Account’s overall business (marketplace, channel, competitive environment, strategy, productivity and profitability)
4.  Develop and drive the execution of International or Cluster Account plans aligned to Tetra Pak’s and  the International Account’s business objectives
5.  Ensure that customer issues are resolved in a timely manner, and the resolution is accepted by the International Account
6.  Propose desired team composition: to line Management to meet customer needs. Sets the International Account ‘s related IOs together with functional managers for the team members. Drives transparency of IOs within the team. Participate in the evaluation of team members.
7.   Develop competences of International or Cluster Account team members to secure that they match customer needs
8.   Drive up-to-date knowledge of Tetra Pak's New Sales and TS&S portfolio within the IA team  and ensures that the relevant Tetra Pak portfolio is deployed in full, meets competitiveness requirements and delivers a strong value proposition: with the International or Cluster Account.  Apply best practices on Key Account methodology and execution..  Drive Customer Satisfaction and Partnership improvements for the International or Cluster Account and ensure that CS actions are included in the International Account’s plan actions section.


1. Fluent in English
2. Presentation Skills
3. Excellent Prospecting Skills

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