Key Account Manager - Nairobi

Job summary

Responsibilities

• Deliver financial targets, 3 Businesses, for the allocated customers/ team
• Drive strategic alignment using steps of key account management with the following focus areas:
• Build solid understanding of customer's business environment, strategy, financial perf./ value chain & operations, incl. their short & long-term ambitions to grow share of wallet with portfolio innovations
• Build & cultivate strong understanding, relationship & alignment across all levels of Customer's organization- mapping different decision makers/ personas, their drivers (policies thereof) and map corresponding relationship owners within Tetra Pak
• 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 joint ambitions and actions, objective & time bound, and prioritized across MC Growth initiatives & Tetra Pak's strategic pillars
• Amplify customer's voice by identifying gaps across customer touchpoints systematically driving proactive improvement actions and closing the loop with customers
• Drive Sales Play, Nurture opportunities using value books & mobilize right resources based on customer's needs, buying process & opportunity maturity
• 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 close
• 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
• Monthly forecasting, for 3 businesses, to secure base material, production & financial planning
• 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

Job description