Sales Manager

หน้าที่รับผิดชอบ

• Understand and drive improvement actions to secure a profitable account/sales area through timely portfolio, commercial actions and necessary competitiveness measures impacting project/ account management costs.
• Lead generation/opportunity identification both outside in (customer discussions, marketing campaigns, tenders etc.) and inside out (market growth initiatives/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 and for Tetra Pak.
• Drive end-to-end system solutions (integrated sales, cross selling opportunities).
• Create solutions, quote and negotiate deals/ contracts with customers using value selling process.
• Build and cultivate strong understanding, relationship and alignment across all levels of Customer’s organization.
• Use Customer Segmentation model to map strategic fit of customer needs/ambitions, business/value potential and competitive positioning, to ensure prioritization and customized approach from Tetra Pak, in both solution design and account management.
• Build and successfully execute account plans: securing objective and time bound actions to generate, nurture and win opportunities.
• Amplify customer’s voice by identifying gaps across customer touchpoints systematically, and driving proactive improvement actions and closing the loop with customers.
• Balance between physical and digital way of working to ensure efficiency.
• Understand and comply with Tetra Pak’s commercial practices framework, regulatory framework and general code of conduct.