Sales & Commercial Partnerships Lead

Company Description

TOMRA was founded in 1972, based on the design, manufacturing and sale of reverse vending machines (RVMs) for automated collection of used beverage containers. Today TOMRA provides solutions that enable the circular economy with advanced collection and sorting systems, and food processing by employing sensor-based sorting and grading technology.

The TOMRA Group employs 5,300 people globally and is listed on the Oslo Stock Exchange (OSE: TOM). TOMRA was named Norway’s Most Innovative Business in 2023, number one in the list of the country’s top 25 companies.

TOMRA Collection is an innovator in the circular economy and Clean Loop Recycling. Founded on the invention of the world's first reverse vending machine, we are now responsible for approximately 85,000 installations across more than 60 markets. By providing an effective and efficient way of collecting, sorting and processing containers, TOMRA's reverse vending systems make it easy for consumers to recycle and contribute to a more sustainable planet.

At TOMRA, we want people to innovate, show passion in their work and be responsible. We encourage the freedom to innovate and take risks that result in breakthroughs that challenge the status quo. We value passion that focuses and commits to meeting success. We believe in a responsible and safe mindset that takes care of our customers, products, and fellow employees. 

Job Description

The Sales & Commercial Partnerships Lead will play a key role in cultivating the commercial foundations for TOMRA Collection prior to a full market entry and the go live of a Deposit Return System (DRS) within the UK.

The position will be responsible for the long-term engagement of business opportunities via commercial and strategic partnerships before a DRS is implemented within England. With support from our New Markets Team, located outside of the UK, a key responsibility is successfully executing on our go to market strategy, something that will allow TOMRA to have a strong presence in the UK as the market evolves and matures. The key focus will be to engage and follow up with customer groups which is mainly retail. But as market situations and dynamics can change, this will require the position to be agile in the direction it takes with prospects, ready to explore and expand the customer scope, or home in on key opportunities as the market's environment evolves. ​

The Sales & Commercial Partnerships Lead will need to shape and manage a custom-built strategy whilst under the guidance and support from their Manager and the New Market Team. Whilst there will be internal and external support, initially this is a stand-alone position, so it will require some resilience and an ability to be a self-starter. ​

​The role will see someone in it who has sound business acumen, with the ability to make commercially viable business decisions, they will need to identify and develop business opportunities to effectively lead TOMRA’s long term prospects. Supporting them in this process, it is important that they have a positive mentality about environmental outcomes, being driven by the optimisation of environmental resources.​

Additionally, as this position is a part of our early stages of entry, we are looking for someone who can “roll up their sleeves” and get involved with activities. Meaning that the Team Member will also need to support with establishment initiatives and random ad hoc task like supporting in the organising of events and conferences.

Key Tasks:

• Engage and follow up with customer groups – mainly retail (open doors to big retailers), build a strong trust level to secure market share​
• Lead and guide the early-stage commercial positioning​​
• Cultivate a winning G2M strategy adapted to local needs and opportunities ensuring there is an emphasis on maximising TOMRAs possible footprint​​
• Understand and care for the customer to be able to provide creative solutions for local needs using TOMRA systems​​
• Proactively identify and position towards future clients /customers to meet TOMRA’s business objectives ​
• Develop strong trusted advisor relationships to senior executives and external stakeholders connecting relationships closely to TOMRA ​
• Identify and build partnerships to position TOMRA for growth once DRS is implemented​
• Support with random ad hoc tasks, support with regular business needs, organizing for events and conferences​
• Support setting up other functions within the local organisation

Qualifications

• Commercial development experience​
• Sales experience​
• Industry experience with major retailers for example; Tesco and Sainsbury’s​
• Sales of technical products – Understanding Sales & Service models​
• Big Business exposure​
• Ability to give a trusted impression​
• Ability to “wear many hats”​
• Industry understanding & networks ​
• “Farmer” & “Hunter” with relationships​
• Able to close on large negotiations​
• Involvement in long-term projects​
• Environmentally conscious / passion within the environmental space​
• Grow and build teams

Additional Information

This Role Provides:

• Competitive Salary
• Individual Annual Bonus based on Targets
• 25 days holidays plus bank holidays
• Private healthcare
• Employee Assistance Program

If you are passionate about growing business opportunities and have the skills and experience, we are looking for, we would love to hear from you.

Need More Information? If you would like more information about this exciting opportunity, feel free to reach out to Petya Petkova ([email protected]), Leigh Chapman ([email protected]) or Truls Haug ([email protected]).

Recruitment Process: Initially, we plan to hold an internal process for the recruitment of this position. The application process is open for for three weeks, please submit your application by the 31st of January 2025.