Strictly Confidential

Our client is the world's leading food processing and packaging solutions company. They provide
safe, innovative and environmentally sound products that each day meet the needs of hundreds of
millions of people in more than 170 countries around the world. With almost 22,000 employees
based in over 85 countries, we believe in responsible industry leadership and a sustainable approach
to business.

They are seeking for Projects Sales Manager to join their team

Position Reports To: Processing Director

Scope of Area Responsible: Processing Sales Vietnam
Location: Ho Chi Minh City

Introduction:
This is a senior role within the processing team with in Vietnam. Responsible for Capital Equipments
sales and managing of Processing business with Key Account Customer/s.

Overview:
To contribute to market company success by working as part of the Vietnam Processing team on the
development and execution of company strategy and specifically on the development and
implementation of the Key Account strategy to achieve companys objectives.

To lead the Customer Account Team by developing and implementing the local Business Plan. You
will, by ensuring the effective delivery of services to customers, by improving Customer Operational
efficiency and by taking responsibility for objectives and KPIs.

To co-ordinate activities for the customer outside of Vietnam (when required) by networking with
other Tetra Pak market companies

Primary Objectives:
To take responsibility for all aspects of Tetra Pak Processing business, including capital plant
sales, engineering and technical sales and service functions
To develop and maintain strong relationships throughout, from senior management to
operational staff as part of Key Account Management teams
To develop business through proactive management to achieve a budgeted capital
equipment plant sales target operating within the cost center budget.
Development of sales & marketing plans and annual sales category budgets for nominated
categories within Vietnam.
Building and management of relationships with key contacts within Tetra Pak network
Identification of new business and securing opportunities where applicable
Quotation / tender preparation for new system sales enquiries, including:
o Opportunity evaluation, prioritization and identification of both commercial and
technical risk for Tetra Pak.
o Customer meetings to identify needs and evaluation of possible solutions
o Concept development of solution together with Pre project team
o Co-ordination and team leadership of all activities required to compile quotation /
tender document including final editing of customer proposal document
 o Development of pitch and presentation for quotation / tender
o Customer meetings / presentations to review quotation / tender

Key Performance Indicators:

Quotation secured hit-rate
Annual Capital plant sales targets & margins
Cost centre budget control vs monthly targets
Improved customer satisfaction
Implementation of agreed business strategies
Compliance to Corporate Governance, Project Governance and all employee policies

Required Behaviour and Attitudes:

Ability to build strong relationships with customers and colleagues; Ability to deal with and
influence senior management
Strong sales ability matched with a proven track record and ability to work as a team
Strategic approach in order to drive both customer and Tetra Pak business; Must be highly
customer service orientated whilst achieving own objectives
Good understanding and experienced within liquid food industry
Good negotiation skills
Must be receptive to new ideas and willing to initiate change
Ability to project confidence, speak with authority and take control of situations where
appropriate
Must be sensitive to cultural issues within the workplace

Relevant Experience / Qualification:

University Degree in Technology or Engineering or relevant education;
7-10 years of Capital equipment / Technical sales experience, preferably in Food Industry
Good communicator. Written and Oral English.
Frequent travel is required (>50%)
Good in using office software such as MS Excel, Word, Power-point