Sales Specialist

Job Summary

We are currently looking for a motivated Sales Specialist to join our team and help us deliver on Top & Bottom-line Growth, build strong customer relationship as E2E System Solution provider and deliver financial and commercial excellence.

The position is located in Jeddah, Saudi Arabia.

What you will do

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)
• Create solutions, Quote & Negotiate deals/ contracts with customers using Value selling process

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 

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

• 1-3 yrs of experience, preferably in  acorporate environment - but fresh graduates are also welcome to apply
• Fluency in Arabic and English langueages
• 2 years experience in Sales / Account Management  would be nice to have
• Cross-boundary experience (Customer, Project)
• Good communication and stakeholders management skills
• Ability to deal with cross functional issues