Sales Director

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 seeking a Sales Director to deliver on end-to-end, top & bottom-line growth, build strong customer relationships as a System Solution provider, and deliver financial and commercial excellence. The position is located in Johannesburg, South Africa.

What you will do

Financial Target Delivery:

1. Deliver financial targets for the allocated customers/team.
2. Understand & drive improvement actions to secure profitable accounts/sales areas through timely portfolio, commercial actions & necessary competitiveness measures impacting project/account management costs.

Customer Relationship:

1. Support Sales team via top-to-top management relationships – using a balance between physical and digital ways of working.
2. Use Customer Segmentation model to map customer needs/ambitions, business/value potential & competitive positioning, to ensure prioritization & customized approach from Tetra Pak in both solution design and account management.
3. Ensure all account plans are well maintained, reflect the time-bound objectives & opportunities, and are executed successfully.
4. Amplify customer’s voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers.

Accelerate Sales Funnel:

1. Prioritize opportunities with operational customers to mobilize the right resources based on customer needs, buying process & opportunity maturity (time & budget).
2. Support in nurturing opportunities for operational customers.
3. Capture customer requirements accurately using different questioning techniques to configure solutions that maximize value for the Customer & for Tetra Pak.
4. Drive E2E System Solutions (Integrated sales, Cross-Selling opportunities).
5. 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.).
6. Guide & coach sales teams to create solutions, Quote & Negotiate deals/contracts with customers using Value selling.

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. People Management: Coach and provide on-the-job guidance and learning to direct reports and resources from other teams supporting the accounts. Identify competence gaps in line with customer needs & ensure a learning plan is in place. Support in case of complex deals/negotiations/escalating voice to Management team/resource providers when required.

We believe you have

• Completed relevant qualification/degree.
• 13-15 years experience in B2B business development and/or sales.
• Have a successful track record of generating new business.
• Understanding of local market, customers and categories mapping to identify opportunities.
• Ability to assess and qualify opportunities along with other functions.

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 . This job posting expires on 15/01/2025 . If you have any questions about your application, please contact Elizabeth Ayivor . 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. #J-18808-Ljbffr