Job title: Global Key Account Director, AFLA
Location: Miami, Florida, USA
Job family: Sales
Reports to (Title): VP Sales
Within AFLA 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-HPC packaging, to lead a selected group of our largest and strategic customers
The AFLA KAD will manage a portfolio of revenue higher than EUR200 M and with a matrix KAM organisation reporting either functionally or directly. This position reports to VP Sales & Comemrcial Excellence.
Proactively & systematically build value for Amcor and the assigned key accounts.
Responsible for developing profitable sales growth, lowering sales costs, increasing customer satisfaction and continuously improving KPI performance. This is achieved by leveraging global relationships with key account in existing developed territories while identifying, qualifying and selling Amcor's value to the Latin American customer base. Anticipate customer requirements and find opportunities to influence their buying in favour of Amcor.
Build customer relationship with the specific accounts to maximize account opportunities; qualify, win, develop and retain nominated Amcor accounts to ensure that the revenue benefits are maximized through proactive international account management; responsible for account strategy for nominated customers.
Financial: Presently 150-200 million USD
Direct reports: Ability to work in matrix organization with a team of KAM reporting functionally to the KAD
Complexity: multiple products/segments in one or more market sectors, primarily food
Major Challenges & Complexities. Specific need of high formality and contract management will be required in this position. Amcor and KA selected 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-KA commercial contracts signature and proper follow-up.
Scope: Global with tactical strategic impact on business
Geographical Spread: Latin America
Key Performance Indicators: Customer satisfaction, growing account revenue, service and quality provided to customer key account
Must be willing to travel minimum of 60%
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 AFLA 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 the selected Key Account under hisher responsibility.
Establish/maintain strong relationships and face-to-face communication
Act as the direct, primary face-to-face contact with assigned customer in Latam while supporting relationships on a global scope if necessary. 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
Value+ Review coordination with CE team
Develop strategies to grow key accounts in South American market consistent with the market segment strategy for the targeted global key accounts and in line with the overall Flexibles strategy (initial focus will be predominantly in food).
Assess targeted account opportunities, account trends and defining aspirations, ensure that clear and consistent value propositions are being built
Develop 5 year plan to achieve targeted projected growth
Project Management/Strategy Deployment
Develop action plans, break down action plans into priorities, and implement action plans in line with marketing policy, procedures and guidelines.
Drive actions/projects to grow targeted Key Accounts to improve AFA profitability
Customer Relationship Management
Build, promote or contribute to the development of long term partnership at senior levels with targeted global key account organizations
Lead sales development activities that help distinguish key project delivery differentiators
Assess risk and assumptions; mitigate risks
Identify customer needs/issues and position, differentiate Amcor's products and services and demonstrate how Amcor's international 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 agreed by both Amcor and customer, keep it up to date and execute it
Be the central point of contact for specific account between customers and Amcor concerning feedback, problem solving and requests opportunities for Amcor
In close collaboration with the marketing & innovation teams, determine the business development strategy (content) including price & margins guidance
Manage overall business portfolio to maximise revenues and profitability; monitor and report on critical KPI's
Internal relationship management
Collaborate with internal stakeholders, detect and build on sources of synergies
Work with sales team to provide accurate estimates on projects and support contraction negotiations
Work with Amcor management to ensure Amcor is positioned well at a national level on the key accounts
Build key relationships within accounts to ensure effective problem management/resolution channels
Obtain, interpret and feedback national-level customer and competitor activity/ intelligence from Amcor
Communicate with Amcor's key learning's from process, system and sales resolution to reduce customer dissatisfaction and churn
Achievement of Sales and Budget Targets
Set deadlines and financial targets for global key accounts
Establish in conjunction with businesses new business opportunities and targets
Monitor businesses performance against target both volume and margin
Coordinate corrective actions and marketing programs, if necessary, to achieve target commitments
Market Research / Business Intelligence
In close relationships with the marketing & Innovation and Finance departments establish and define price & margins policies & guidelines
Through insight in the environment, evolution of customers' needs; and new products launches, bring to the BU team a solid & formalized understanding of markets trends and future developments needs
Pro-actively detect threats & opportunities and general market movements both in term of prices & products trends
Maintain relationships with BU's concerning the accounts managed
Approve proposals and contract terms for local accounts
Develop local sales support tools and assist in building individual customer strategies
'Target account' action plans and strategies
Control qualitative and quantitative aspects of customer contact and value delivery
Manage negotiation process with customers and anticipate customer requirements and find opportunities to influence their buying behavior
4.Major challenges & complexities
Working with multi-cultural teams across different time zones
Dealing with multiple stakeholders with differing motivations and competing priorities for their time
Ability to handle multiple complex projects simultaneously
Ability to work creatively and analytically in a problem solving environment
VP Sales & Commercial Excellence
Global Key Account Managers
Directors of Sales & Marketing
Sales Team (Value + / Finance)
Cross BU sales and marketing teams
Plant: General Manager, Supply Chain, (R&D)
Operations: AF plants serving the accounts
Customers (Procurement, Marketing, R&D, Operations)
Marketing, PR agencies
6.1 Formal Qualifications and Experience
Knowledge and Experience
5+ years of relevant international sales experience
Global business experience preferably in Europe, USA and South America
Flexible packaging experience preferred
Extensive complex project management experience
Education and Certifications
Job Specific skills and abilities
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
Excellent oral and written communication skills as well as presentation skills
Ability to work under pressure managing multiple priorities
Analytical capability with a strategic mindset
Goal orientedability to translate the strategy into actionable plans
Time Management (organization in managing daily activities)
Interact on multiple levels (Production, R&D, Technical Field Service, Purchasing)
Self motivated, results driven and a passion for winning and creative problem solver
Must be fluent in Spanish language, Portuguese language an asset
Amcor Leadership Framework competencies
The 3 Leadership competencies which will apply to all AFA co-workers:
Driving for Results
Other Key competencies which apply to Global KAM:
Learning on the Fly
With 16 plants in the Americas and Europe, Amcor Flexibles Americas (AFA), a business group 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 medical, pharma,
personal care, and food markets. Its award winning approach towards sustainability
makes Amcor the preferred partner for customers looking for responsible packaging solutions.
Amcor (ASX: AMC; www.amcor.com) is a global leader in developing and producing high-quality, responsible packaging for a variety of food, beverage, pharmaceutical, medical-device, 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 supply chains, through a broad range of flexible packaging, containers, cartons, closures and services. The company's 35,000 people generate more than US$9billion in sales from operations that span 200-plus locations in more than 40 countries.
With 16 plants in the Americas operating in 6 countries, Amcor Flexibles Americas (AFA), a business group 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 medical, pharma, personal care, and food markets. Its award winning approach towards sustainability makes Amcor the preferred partner for customers looking for responsible packaging solutions. For more information visit www.amcor.com.
Equal Opportunity Employer/Minorities/Females/Disabled/Veterans/Sexual Orientation/Gender Identity
Amcor Flexibles - United States 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 Law" Poster 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 847-362-9000 and let us know the nature of your request and your contact information.
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