Job Detail

About Amcor

Amcor is a global leader in developing and producing responsible packaging for food, beverage, pharmaceutical, medical, home- and personal-care, and other products. Amcor works with leading companies around the world to protect their products and the people who rely on them, differentiate brands, and improve value chains through a range of flexible and rigid packaging, specialty cartons, closures, and services. The company is focused on making packaging that is increasingly light-weighted, recyclable and reusable, and made using a rising amount of recycled content. Around 47,000 Amcor people generate US$12.5 billion in sales from operations that span about 230 locations in 40-plus countries. NYSE: AMCR; ASX: AMC

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JOB DETAILS

Position Job Title: Global Key Account Manager (FMCG)

BG and BU: Amcor Flexibles EMEA

Function: Sales & Marketing

Sub-Function: Sales

Location: Flexible location in Europe

Line Manager’s Job Title: Key Account Director

Advertising Legal Entity: Amcor Group GmbH, Zuerich/Switzerland

Work contract Legal Entity: Contract will be issued accordingly with legal requirements and legal entity of the hiring country

Contract Length: Permanent

 

Job Purpose

As Global Key Account Manager you will manage the customer relationship with selected account segments to maximize opportunities; qualify, win, develop and retain nominated Amcor account segments to ensure that the revenue benefits are maximized through a strong customer intimacy, proactive account management, preparation and execution of the account strategy and building of a long lasting relationship. You will be responsible for developing profitable sales growth, lowering sales costs and increasing customer satisfaction: to be achieved by identifying clear customer stated and unstated needs and selling the Amcor’s products and values as the perfect answer to the customer needs. One of your goals will be to increase the sales of products value and volume, as well as the gross contribution. You will identify opportunities for new products and continuously develop and implement measures to keep existing business relationships, as well as revenue, with the account.

You will manage revenue of 30/50 M€ with high complexity (multiple products/segments in one or more market sectors). You will be responsible for regional management of the account and European Level responsibilities for defined segments.

 

PRINCIPAL ACCOUNTABILITIES

 

1. Customer relationship management

• Develop strong and solid one-to-one long-term relationships with key decision makers/ influencers


• Identify customer needs/issues and position, differentiate Amcor’s products and services and demonstrate how Amcor’s value proposition will provide benefits to the customer’s key business drivers and thereby secure, manage, deepen and widen the Amcor/customer relationship, with the long-term focus of expanding the overall footprint/penetration and introducing innovative products and services


• Create an account plan and strategy for profitable growth, that are forward looking.  Agree them both Amcor and the customer, keep it up to date and execute it.


• Be the central point of contact between customer and Amcor concerning feedback, problem solving and requests opportunities for Amcor in the region or defined segment


• Co-ordinate and facilitate the members of the ‘cross-functional’ virtual team, e.g. other partner or stakeholder organizations and 3rd party partners, in order to further develop the account


• With the customer, establish the frequency and channels for communication and deliver to it


• Organize regular account reviews with the customer (and with the Amcor management if appropriate)


• Participate in customer specific workshops that allow Amcor to have inside in the customers Mobile Strategy and that result in growing business


• Plan the analysis of customer billing info. to identify potential sources of account growth


• Use knowledge of customer daily operations & challenges to identify opportunities to grow the account

 

1. Account Management & Outperforming Targets

• Develop an extensive and perceptive understanding of nominated customer segments’ business and requirements, and analyse and interpret the customers’ position, to identify business opportunities


• Set ambitious targets for the account managed & have full accountability for achieving or exceeding account targets


• Monitor businesses performance against targets


• Coordinate corrective actions to sales and marketing programs, if necessary, to achieve target commitments


• Strictly manage the short & long term sales funnel opportunities (innovation management)


• Sell benefits of Amcor data services/products to Global customer / create the ‘need’ for customer to want data services/products/ solutions

 

1. Internal Relationship Management

• Build key relationships within the internal organization to ensure effective problem management/resolution channels


• Work in partnership with the Key Account Director to ensure the national and international strategies are aligned and are complementary, and agree key deliverables/targets within the account


• Obtain, interpret and feedback on customer and competitor activity using the best Amcor intelligence


• Communicate internally key learning’s from process, system and sales resolution to reduce customer dissatisfaction and churn. Make sure that good practices are shared within the different Amcor BGs.

 

Internal & External Relationships

External:

• Customer: Procurement, R&D, Marketing


• Professional associations (to a high extend and in leading functions)


• Marketing-, PR- agencies


• Machine manufacturer


• Market

Internal:

• KA Director, KA Senior Director, VP Sales and Marketing, Global Account Coordinator


• GKA/BUs central functions (Sales & Marketing /Value + / Finance / CE / Procurement / Operations & Supply Chain / Field Technical Service)


• Sales Managers of other BGs


• Plant: General Manager, Supply Chain, Quality


• R&D and Sustainability Directors

 

QUALIFICATIONS/SKILLS

 Formal Qualifications and Experience    

• University degree or comparable education with a focus on sales.


• 5 years of relevant sales manager experience with global customers


• Experience in flexible packaging would be an asset


• Fluent English, other European languages would be a nice to have

Job Specific Technical Requirements     

• Ability to interact with a wide variety of cultures and functions both internally and externally


• Ability to quickly adapt to changing industry dynamics and redirect efforts


• Ability to work under pressure managing multiple priorities


• Analytical capability with a strategic mindset


• Goal oriented—ability to translate the strategy into actionable plans


• Creative problem solver


• Time Management (organisation in managing daily activities)


• Translate Voice Of Customer into action


• Good co-ordination skills


• Interact with Key Account on multiple levels (Production, R&D, Technical Field Service, Purchasing)


• Self-motivated, results driven and a passion for winning  and creative problem solver


• Willingness to travel around 30% of time

AMCOR FLEXIBLES EMEA

With more than 55 plants in 22 countries, Amcor Flexibles Europe, Middle East and Africa (AFEMEA), a division of Amcor, is a market leader and the world's largest supplier of flexible packaging. We deliver innovative packaging solutions and provide enhanced quality products for the food, beverage, pharma, personal care, medical and industrial markets. Its award winning approach towards sustainability makes AFEMEA the preferred partner for customers looking for responsible packaging solutions.