Regional Account Rep / Regional Account Manager

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

At Amcor we are inspired to change the packaging industry and are taking on the aspirational challenge to make all our products recyclable or reusable by 2025. Through our products and global footprint, we are in a unique position to truly make a difference in the packaging space. Our products impact the lives of millions of people across the globe every day from food, beverage, pharmaceutical, medical, home- and personal-care, and other essential products. Amcor is a thriving S&P 500 organisation listed both on the NYSE (AMCR) and ASX (AMC) with US$13 billion in sales. We have a proud history dating back to the 1860’s and come a long way from a single paper mill based in Melbourne to becoming the global leading packaging company. Today, Amcor is an international organisation empowering its 50,000 employees in over 40 countries and across 250 sites.

• Job Overview

The Regional Account Rep (RAR) / Regional Account Manager (RAM) – Home Personal Care (HPC), is the main sales contact for assigned accounts and potential prospects in order to provide effective strategic and tactical sales direction and communication strategies to defend and retain existing business, improve profitability of existing business, and to develop new Home Personal Care business opportunities within the account portfolio. The incumbent is responsible for developing and executing strategy to defend existing share of wallet (SOW). The HPC role is focused on the growth of assigned accounts and prospects through share of wallet and developing and executing a long-term strategy. To ensure growth the incumbent will partner with the marketing teams to build account plans for assigned accounts which would include market and competitive intelligence, insights into addressable spend, prioritized opportunities for growth product positioning and value propositions, alignment on sustainability and innovation paths, and workplans to address any issues that keep the account from awarding Amcor additional SOW.

• Principal Accountabilities

Develop and maintain account strategy

• Ensure that resources within Amcor or other SME are identified and are deployed for immediate resolution of customer issues
• Assess account opportunities, account trends and define aspirations both with existing customers and new customer
• Align cross-functionally with customer to agree on sustainability and innovation paths forward
• Identify existing business at risk and implement measures to retain. Escalate if support is needed to Sales Director (with specific direction on what is required)
• Develop and drive execution of Account plan using Amcor Tools (i.e. Value Plus)
• Manage account portfolio, drive any synergies and cross account initiatives
• 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
• Develop and execute a time plan for key customer engagements: regular customer visits, monthly reviews, Quarterly business and Quality reviews
• Identify comprehensive understanding of customer needs both short term and long term, differentiate and sell the value of Amcor’s products and services, and drive opportunities aligned with Amcor portfolio

Account Demand Management

• 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

Account Handling

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

Drive for results

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

Account Budget Planning

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

Relationship Management

• 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
• 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)

Adherence with sales systems

• 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

Cross functional

• 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
• Coordinate Executive Management, R&D, Marketing and other functions to support account
• Be the voice of the customer inside Amcor articulating customer needs, timelines, priorities, insights

Challenges & Complexities

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

Internal Relationships

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

External Relationships

• Professional Associations
• Suppliers
• Customers

Expected Travel

• Travel is estimated at 50%

Physical Conditions (to be adapted to regional legislative requirements)

• E.g. AFNA: American with Disabilities Act (ADA)
• Job Dimensions & Performance Indicators (“What”)

Key deliverables and performance indicators

• Competencies (“How”)
• Customer retention
• 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

5.1 Amcor Leadership Framework

Leadership

All Leadership competencies are relevant especially the following key competencies for the role:

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

Values

Demonstrate Amcor’s Values and follow The Amcor Way.

• Operational leadership
• Safety
• Talent
• Cash and Capital Discipline
• Accountability
• Collaboration
• Results and Outperformance
• Commercial Excellence
• Integrity
• Innovation

Regional Account Manager (RAM)

Education

• Bachelor’s degree

Experience

• Proven track record of successful sales growth and profitability
• Minimum of 5 years of experience in working in a large scale B2B environment
• Travel 50%+
• Experience with negotiations; strong influencing and persuasion skills
• Relevant industry experience in technical, sales and general management

Knowledge

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

Skills

• Language: English

Regional Account Rep (RAR)

Experience

• Experience with negotiations; influencing and persuasion skills
• New business development experience required
• Minimum of 2 years of successful sales experience, preferably in packaging, working with large similar accounts
• Strong interpersonal and communication skills
• Results oriented, "hunting" sales skills
• Travel 50%+
• Performance driven

Skills

• Language: English

IND123

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

Amcor is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

If you would like more information about your EEO rights as an applicant under the law, please click on the links "EEO is the and "EEO is the Law" Poster Supplement. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please call 224-313-7000 and let us know the nature of your request and your contact information.

E-Verify

We verify the identity and employment authorization of individuals hired for employment in the United States.