Global Key Account Director, Afla

Amcor Rigid Plastics Usa, Inc. Miramar , FL 33023

Posted 5 months ago

Job title: Global Key Account Director, AFLA

BG/BU: AFLA

Location: Miami, Florida, USA

Job family: Sales

Reports to (Title): VP Sales
1.Job Overview

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.
2.Job Dimensions

  • 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%
    3.Principal Accountabilities

Overall responsibilities

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 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

Strategy Development

  • 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

Sales Support

  • 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
    5.Relationships

Internal

External

  • VP Sales & Commercial Excellence

  • SMLC Members

  • 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)

  • R&D Directors

  • Operations: AF plants serving the accounts

  • Customers (Procurement, Marketing, R&D, Operations)

  • Marketing, PR agencies

  • Machine Manufacturers

  • Agents

  • Industry Experts
    6.Qualifications/Requirements
    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

  • Bachelors level university degree
  • MBA preferred
    6.2 Knowledge/Skills/Abilities/Behaviours

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

  • Customer Focus

  • Influencing Others

Other Key competencies which apply to Global KAM:

  • Command Skills

  • Interpersonal Savvy

  • Process Management

  • Learning on the Fly

  • Managing Diversity

  • Business Acumen

  • Creativity

  • Priority Setting

Business overview

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.

About Amcor

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.

AFA Overview

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.

E-Verify

We participate in E-Verify. For more information, please see the E-Verify Participation Poster and Right to Work Poster at the hiring location.

Pay Transparency Policy

Amcor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.


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Global Key Account Director, Afla

Amcor Rigid Plastics Usa, Inc.