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Sales Director

2 months ago

Johannesburg, Gauteng, South Africa Tetra Pak Full time
About the Role

We are seeking a highly skilled Sales Director to join our team at Tetra Pak. As a Sales Director, you will be responsible for delivering end-to-end, top & bottom-line growth, building strong customer relationships, and driving financial and commercial excellence.

Key Responsibilities
  • Financial Target Delivery: Deliver financial targets for allocated customers/teams, ensuring profitable accounts and sales areas through timely portfolio, commercial actions, and necessary competitiveness measures.
  • Customer Relationship: Support the sales team through top-to-top management relationships, using a balance between physical and digital ways of working.
  • Customer Segmentation: Use customer segmentation models to map customer needs, ambitions, business/value potential, and competitive positioning, ensuring prioritization and customized approaches from Tetra Pak.
  • Account Planning: Ensure all account plans are well-maintained, reflect time-bound objectives and opportunities, and are executed successfully.
  • Customer Voice Amplification: Identify gaps across customer touchpoints, systematically driving proactive improvement actions and closing the loop with customers.
Accelerate Sales Funnel
  • Prioritize Opportunities: Prioritize opportunities with operational customers to mobilize the right resources based on customer needs, buying process, and opportunity maturity.
  • Nurture Opportunities: Support in nurturing opportunities for operational customers.
  • Capture Customer Requirements: Capture customer requirements accurately using different questioning techniques to configure solutions that maximize value for customers and Tetra Pak.
  • Drive E2E System Solutions: Drive end-to-end system solutions (integrated sales, cross-selling opportunities).
  • Lead Generation: Lead generation/ opportunity identification both outside-in (customer discussions, marketing campaigns, tenders) and inside-out (market growth initiatives - BD plans/new geographies/new segments, contract renewals/capacity expansion/installed base management).
  • Value Selling: Guide and coach sales teams to create solutions, quote, and negotiate deals/contracts with customers using value selling.
Planning & Forecasting
  • Monthly Forecasting: Monthly forecasting for 3 businesses to secure base material, production, and financial planning.
Commercial Compliance
  • Commercial Practices: Understand and comply with Tetra Pak's commercial practices framework (including pricing, contract terms, and authorization matrix), regulatory framework, and general code of conduct.
  • Customer Files: Manage proper and timely documentation of customer files.
People Management
  • Coach and Guide: Coach and provide on-the-job guidance and learning to direct reports and resources from other teams supporting the accounts.
  • Competence Gaps: Identify competence gaps in line with customer needs and ensure learning plans are in place.
  • Support Complex Deals: Support in case of complex deals/negotiations/escalating voice to management team/resource providers when required.
About You
  • Relevant Qualification: Completed relevant qualification/degree.
  • Business Development Experience: Years of experience in B2B business development and/or sales.
  • Successful Track Record: Have a successful track record of generating new business.
  • Local Market Understanding: Understanding of local market, customers, and categories mapping to identify opportunities.
  • Opportunity Assessment: Ability to assess and qualify opportunities along with other functions.
About Us
  • Culture of Innovation: A culture that pioneers a spirit of innovation where our industry experts drive visible results.