Business Development Director
Job Summary
Join our dynamic team and play a pivotal role in driving unparalleled success! As a key player, you will be instrumental in delivering exceptional top and bottom-line growth by establishing robust customer partnerships. Embrace the opportunity to shine as an end-to-end System Solution provider, contributing to financial and commercial excellence. If you're ready to make a significant impact and be part of a forward-thinking organization, seize this chance to be a driving force behind our success!
In this role you will be based in Germany, Hochheim.
What you will do
- Target Delivery: Acquire new growth customers as per agreed business development plan in line with market growth roadmap and adjacencies concepts.
- Accelerate Sales Funnel: Build MC Business Development plan in line with MC needs and market growth roadmap and adjacencies concepts.
- Active sales: Understand & drive improvement actions in business development to accelerate growth via capital equipment sales, packaging material sales by utilizing co-packers and after sales services.
- Drive E2E System Solutions: From quote to negotiate, including contracting, using Value selling processes achieving integrated sales, and cross- Selling opportunities.
- Create & execute sales: Target prospects along with marketing & portfolio teams.
- Nurture opportunities: Use value books & mobilize right resources based on opportunity needs, buying process & opportunity maturity.
- Opportunity Identification: Both Outside-In (customer discussions, marketing campaigns, tenders etc.) and Inside-Out (market growth initiatives- BD plans/ new geographies/ new segments, contract renewals/ capacity expansion/ installed base management etc.).
- Lead management: Qualification and nurturing activities in close cooperation with marketing.
- Capture prospect requirements: Using different questioning techniques to configure solutions that maximize value for Customer & for Tetra Pak.
- Planning & Forecasting: Monthly forecasting, for all businesses, to secure base material, production and financial planning.
- Prospect Management: Build solid understanding of prospects’ business environment, strategy, financial performance, including the value chain and operations; their short- and long-term ambitions to increase share of wallet through portfolio innovations.
- Commercial Compliance: Understand and comply with Tetra Pak's Commercial practices framework, regulatory framework & general code of conduct. Manage proper and timely documentation of Customer Files.
- People Management: Coach and provide on the job guidance and learning to direct reports. Identify competence gaps in line with customer needs and ensure that learning plans are in place.
We believe you have
- Minimum 8 years of Account Management experience
- Experience as a People Manager
- Have a successful track record of demonstrating business growth
- Proven retail industry experience
- Strong FMCG sector expertise
- Experience within the pet food industry is a real plus
- Can demonstrate ability to present / interact with senior stakeholders
- Have experience of managing cross-boundary territory or have participated in cross-boundary projects etc.
- Demonstrated ability to deal with issues across functions.
- Demonstrates high innovation / creativity.
- Very good professional knowledge of German and English language