Regional Account Manager / Key Account Manager - Dairy/Food

We are global, we are impacting the lives of millions every day, we are making a difference!

• Proactively drive customer relationship (e.g., multi-level and multi-functional relationships) to get exposure to customer strategy, opportunities and manage any issues (e.g., commercial, and technical) are correctly identified and quickly addressed. Minimum of at least 4 contact points throughout the organization with regular engagement (e.g., BU VP, Sales Director/Manager, Key Account Manager, Cross functional (e.g., Sustainability Strategy) and engagement mechanisms e.g., T2T, Innovation & Sustainability Workshops)
• Clearly understand accounts addressable packaging spend
• Identify comprehensive understanding of customer needs both long term and short term, differentiate and sell the value of Amcor’s products and services, and drive opportunities aligned with Amcor portfolio
• Assess account opportunities, account trends, and define aspirations both with existing customers and new customers
• Manage account portfolio, drive any synergies and cross-key account initiatives
• Ensure that resources within Amcor or other SME are identified and are deployed for immediate resolution of customer issues
• Develop and drive execution of Account plan using Amcor Tools (i.e., Value Plus)
• Align cross-functionally with customer to agree on sustainability and innovation paths forward
• Develop and execute a time plan for key customer engagements: regular customer visits, monthly reviews, Quarterly business, and Quality reviews
• Identify existing business at risk and implement measures to retain. Escalate if support is needed to Sales Manager or Sales Director (with specific direction on what is required)

• Request monthly demand from customers or conduct demand by historical data of customer, working with Operations and Supply Chain to ensure account demand accuracy by monitoring and analyzing data

• Develop a competitive value-based price offering for customer based on account strategy
• Using PMDB and Competitive intelligence, find opportunities to address profit leakers and increase value for Amcor.
• Manage and communicate account information to concerned areas
• Engage all account team members to deliver value to customer
• Build confidence and rapport with customer after handover from Business Development Manager to stabilize account

• Conduct systematic performance reviews with accounts
• Follow a commercial courageous approach with (potential) customers and risk appetite to grow key account portfolio (e.g., business acumen in negotiations)
• Develop and maintain action plan for how key accounts will achieve targets, identify specific actions to achieve
• Deliver sales and profit targets by developing and maintaining an action plan for commercial success, using salesforce.com for all actions and sales funnel activities
• Orchestrate and lead key business negotiations, supporting Amcor’s interests demonstrating an ability to influence decision and actions

• Drive accurate Sales forecasting in coordination with customer, supply chain, and planners
• Ensure timely collection of receivables in coordination with Finance and Supply chain
• Set up Operating Plan (Sales and profitability targets) for Accounts

• Build highly collaborative relationships between Amcor and key account/s to include (e.g., senior leadership, procurement, engineering, quality, operations, sales management, support teams, key Amcor (global) contacts)
• Identify key decision makers and influencers beyond purchasing (total enterprise) and craft relationship map to ensure strategic and tactical alignment as well as enhancing sales initiatives

• Report and communicate current performance achievements
• Promote and actively drive use of salesforce.com, PMDB, and other aspects of ValuePlus
• Follow and improve own areas of responsibility to be in line with the required standards as set forth by ISO and OHSAS organizations

• Demonstrate leadership and build highly collaborative relationships between Account(s) and Amcor with cross functional teams (incl. senior leadership, procurement, engineering, quality, operations, sales management, support teams, key Amcor global contacts, etc.)
• Manage projects from concept through to sales and delivery; identify and align resources required to execute
• Be the voice of the customer inside Amcor articulating customer needs, timelines, priorities, insights
• Coordinate Executive Management, R&D, Marketing, and other functions to support account

• Influence teams / individuals without a solid line reporting structure
• Defend current business and retain all business
• Continue to grow already established markets

• Procurement
• Operations
• Account Manager network
• Customer Service
• General Managers
• Finance
• R&D and technical teams
• Regional Sales and Marketing team

• Professional Associations
• Customers
• Suppliers

• Travel is estimated at 50%

• E.g., AFNA: American with Disabilities Act (ADA)

• Revenue growth through customer share of wallet expansion
• Improving Net Promoter Score (NPS)
• Sales Funnel metrics (e.g., Pipeline velocity, Funnel yield, Account Engagement)
• Profit margin
• Customer retention

• Engages People & Teams
• Attracts & Develops Talent
• Customer Focus
• Set priorities & Drive results (plans and aligns)
• Drives Vision & Purpose
• Cultivates Innovation
• Strategic Mindset

• Innovation
• Operational Leadership
• Cash and Capital Discipline
• Commercial Excellence
• Talent

• Results and Outperformance
• Safety
• Collaboration
• Integrity
• Accountability

• Managing and growing the customer
• Satisfying the customer
• Interpersonal Savvy
• Building desire
• Negotiation and Influencing
• Creating options

• Bachelor’s degree

• Proven track record of successful sales growth and profitability
• Minimum of 5 years of experience in working in a large scale B2B environment
• Relevant industry experience in technical, sales and general management
• Experience with negotiations; strong influencing and persuasion skills

• Possess a detailed knowledge of Amcor, the products, the industry and competitive market
• Technically adept

• Language: English

• Master’s in Marketing or Business Management preferred
• Bachelor’s degree

• Experience with negotiations; strong influencing and persuasion skills
• Relevant industry experience in technical, sales and general management
• Proven track record of successful sales growth and profitability
• Minimum of 7 years of experience in working in a large scale B2B environment

• Possess a detailed knowledge of Amcor, the products, the industry and competitive market
• Technically adept

• Language: English necessary, others useful and desired

Our Expectations

• Our customers grow and prosper from Amcor’s quality, service, and innovation
• The environment is better off because of Amcor’s leadership and products
• Our investors benefit from Amcor’s consistent growth and superior returns
• Our people are engaged and developing as part of a high-performing Amcor team

Equal Opportunity Employer/Minorities/Females/Disabled/Veterans/Sexual Orientation/Gender Identity

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