Ejecutivo(a) de Cuentas – Servicios

TOMRA Food is a multinational organization and a leading provider of sensor-based sorting, peeling and integrated post-harvest solution for the food industry. Transforming global food production to maximize food safety and minimize food loss by making sure Every Resource Counts™, has been our strength for over 50 years. 

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. 

The purpose of this position is to strengthen TOMRA’s relationship with customers by promoting and delivering tailored service solutions that enhance equipment performance and customer satisfaction. This position drives service-related revenue through contracts, renewals, upgrades, and other service offerings, while ensuring all activities align with TOMRA’s commercial strategy and customer experience standards.

Primary Job Functions

• Own customer relationships for all service sales activities, including contracts, renewals, and upgrades.
• Present service value propositions and negotiate with customers to achieve mutually beneficial outcomes.
• Pursue and qualify opportunities identified by Field Service Engineers (FSEs), Customer Service Coordinators (CSCs), Marketing Assistant, Area Sales Managers (ASMs), or other sources.
• Ensure proposals meet customer requirements and align with TOMRA’s regional commercial strategy.
• Oversee contract closure, ensuring high-quality documentation and long-term customer engagement.
• Support ASMs in region with customer – specific service plans.
• Partner with Business Development and Service leaderships to align regional goals and service sales targets.
• Identify customer needs and recommend tailored service solutions that enhance customer satisfaction and strengthen TOMRA’s value proposition within the region.
• Identify process gaps in service sales activities and propose practical solutions.
• Contribute checking the development and launch of new service products and digital offerings.
• Support business cases for growth initiatives, including upgrade programs, contract renewals, and digital service adoption.
• Act as the escalation point for complex or critical customer cases related to service sales.
• Collaborate with Sales, Service, and Customer Support teams to ensure consistent, high-quality customer experience across all touchpoints.

Education and experience: 

• Bachelor’s degree in Business, Engineering, or a related field; or equivalent combination of education and experience. 
• Minimum 2+ experience in service or technical sales, preferably within capital equipment, automation, or food processing industries.
• Advanced English proficiency (mandatory). Portuguese is a plus.
• Additional certifications in sales management, negotiation, or relevant technical disciplines are considered an asset. 

Required Skills/ Abilities: 

• Strong customer relationship management skills with a consultative sales approach.
• Experience in developing and managing long-term customer relationships (B2B, distributors, or direct customers).
• Proven ability to negotiate and close service sales contracts, achieving measurable revenue growth, and experience negotiating and closing deals.
• Demonstrated success in achieving or exceeding sales targets.
• Proven track record in selling service contracts, spare parts, retrofits, and upgrades (combined duplicate).
• Familiarity with after-sales service processes, including contracts, renewals, and upgrades (combined duplicate).
• Experience working with cross-functional teams (service engineers, product management, operations).
• Exposure to CRM systems (Salesforce, Dynamics, IFS, etc.) and ability to use data to drive sales performance.
• Strong problem-solving and analytical thinking skills.
• Excellent verbal and written communication skills.
• Ability to work collaboratively in a cross-functional, matrixed environment.
• Self-motivated, organized, and able to manage multiple priorities effectively.
• Proficiency in Microsoft Office Suite.

Work Environment: 

• Ability to work in an open office environment as well as industrial customer worksites. 
• Ability to work in Food processing plants, farms, cold storage facilities, and outside in high/low temperatures. 
• Exposure to food processing environments where machinery and equipment are in operation. 

Travel & Driving: 

• Availability to travel nationally and internationally up to 70%.
• Must have or be able to obtain a valid passport.
• Ability to drive without restrictions in residency country.

You will have long-term career opportunities, with a globally renowned company and the following:

• Company Annual Bonus 
• Referral Bonus 
• Jubilee Bonus 
• National Holidays and Christmas Bonus 
• Complementary Health Insurance & Life Insurance 
• Parental Leave (up to 8 weeks according to internal policy) 
• Flexible Working Arrangements 
• Employee Assistance Program (EAP) 
• Professional Training and Development 
• Global Career Opportunities with strong record for internal promotions 

At TOMRA we proudly recognise cultural diversity, inclusiveness of thought and individuals to create a great working environment for our employees. So, even if you don’t think you tick all the boxes and the requirements, but you have what it takes, we would still like to hear from you.