With more than 50 plants in 18 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.

For more information visit www.amcor.com.

 

Position Job Title: Key Account Director

BG: Amcor Flexibles Europe, Middle East & Asia,

BU: BU High Performance Laminates

Sub-Function: Global Key Accounts High Performance Laminates

Location: open location in Europe

Line Manager’s Job Title: Sales Director Key Accounts

Advertising Legal Entity: Amcor Group GmbH

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

Contract Length: Permanent

 

 

Job Purpose

 

Within AFEMEA’s we want to drive Amcor’s growth. And one key element for that is the close collaboration with our current and future customers. We are therefore searching for a professional with strong key account management and experience in food packaging, to lead one of our largest Food and Beverage customer.

 

Job Dimensions & Scope

The EMEA key account in Food and Beverage Industry with revenue higher than EUR200 M

Staff:  6 direct reports

This position reports to Sales Director Key Accounts HP Laminates

 

Principal Accountabilities

Develop account strategies 

• Identify account needs and key buying factors beyond purchasing


• Assess account opportunities, account trends and define aspirations


• Identify key decision makers and influencers beyond purchasing and craft relationship plan


• Develop and maintain action plan for how accounts will achieve targets, identify specific actions to improve earnings


• Communication of account strategy from AFEMEA executive through to site level


• Link across the global Amcor Business Group to ensure strategic alignment


• Ensure the right Research & Development (R&D) projects are selected


• Work with the relevant Business Units to ensure the right assets are in place to serve a big Food and Beverage Key Account

Establish/maintain strong relationships and face-to-face communication

Act as the direct, primary face-to-face contact with assigned customer in Europe while managing relationships on a global scope. Focus will include, and not be limited to the following:

 

• Proactively identifying leads and obtaining new business 


• Link with Customer, R&D and Supply Chain and Marketing Functions Understanding customer requirements and needs 


• Addressing/resolving issues with current customers (quality, commercial, etc.) Participating in partnership and problem solving sessions, as well as product line trials with existing/new customers


• Managing relationships and developing a plan for our customers on a Global level


• Develop and maintain action plan for how accounts will achieve and succeed targets


• Identify and align resources, action plans and communications required to execute account plans and resolve issues


• Ensure right commercial processes are in place to serve the customer

 

Develop and execute negotiations, commercial pricing, tenders contracts

• Develop, manage and execute contract negotiations


• Manage negotiations/resolution of product, quality, and service issues


• Management of Supply Chain fulfilment into the customer


• Improve the bottom line results of the business together with the customers, the plants and colleagues from R&D, sustainability and commercial excellence


• Manage the commercial process of pricing, set pricing levels in conjunction with Commercial Excellence (CE) and Business Unit teams.


• Manage the ongoing Commercial Review processes with the customer 


• Facilitate the responses to tenders


• Establish and ensure proper reporting of sales data to R&D, Finance, Marketing & BU team


• Manage invoice and payables process


• Value+ Review coordination with CE team

 

 

Major Challenges & Complexities

 

Specific need of high formality and contract management will be required in this position. Amcor and Nestle are expanding their relationship and the position will require to manage high complexity and challenging targets. This will be done with strong process management and a solid Amcor-Nestle commercial contract follow-up

 

Qualifications/Requirements

 

1. Formal Qualifications And Experience

• Min 5 years in sales account management within B2B manufacturing and matrix organization


• Knowledge of the flexible packaging industry


• Fluent in English (written and spoken). Fluency in other languages (French) is a plus.

 

 

1.  Specific Skills And Abilities

• Business knowledge


• Results oriented, “hunting” sales skills


• Negotiation skills


• Analytical and financial skills


• Discipline and formality


• Good time management skills


• Strong interpersonal and communication skills


• Sales/customer knowledge


• Ability to work under pressure & meet deadlines


• Problem solver with initiative