Key Account Manager
hace 4 días
Part-time or Full-time: Full-TimeJob Type: EmployeeWorkplace type: RemoteJoin Amcor and you can be part of the team that makes the packaging of the future better for people and our planet.Here at Amcor, we work together every day to make a positive impact on the lives of millions of people across the globe by providing packaging for essential products, including food, beverages, pharmaceutical, medical, home and personal care. We are sustainability leaders in our industry, and we were the first global packaging company to commit to making all our products recyclable or reusable by 2025. In addition, our products play a vital role in a circular economy as we are working toward 30% recycled material across our portfolio by 2030, and we are one of few packaging companies committed to using science-based targets and achieving net zero emissions by 2050.We are always looking for talented and passionate individuals who are motivated to make a difference. Working at Amcor means you will have a unique opportunity to be a part of an organization that is committed to innovating and driving new solutions to create more sustainable packaging solutions.Position Job Title: Key Account ManagerBG and BU: AFEMEA / HealthcareFunction: Sales & MarketingSub-Function: Sales - Key Account ManagementLocation: Open locationLine Manager’s Job Title: Sales Director Key Accounts Pharma & Tech.SpecAdvertising Legal Entity: Amcor Group GmbH, Zürich/SwitzerlandWork contract Legal Entity: Contract will be issued accordingly with legal requirements and legal entity of the hiring countryContract Type: PermanentJOB PURPOSEThe Key Account Manager is responsible for assigned regional key accounts. The incumbent will provide effective strategic and tactical sales direction as well as communication strategies to defend and retain existing business, to develop new business opportunities within and beyond the existing portfolio, and to improve profitability of existing business. This role is focused on the growth and retention of assigned key accounts through share of wallet and developing and executing a long-term strategy.JOB DIMENSIONS & SCOPENumber & Type of Accounts: 2 regional key accountsInternal Stakeholder level involvement and impact: High and strategicBudget Responsibility: 40M EurGeographic spread: continentalPRINCIPAL ACCOUNTABILITIESManage a key account to maximise revenues and profitability; monitor and report on critical KPI’sIdentify comprehensive understanding of customer needs both long term and short term, differentiate Amcor’s products and services, and drive opportunities aligned with Amcor portfolioMaintain and build strong relationships with key decision makers of assigned accounts. Identify key decision makers and influencers beyond purchasing (total enterprise) and craft relationship map to ensure strategic and tactical alignmentKeep business plans and customer strategy up to date at all times using the specific Amcor ToolsAlign cross-functionally with customer to agree on sustainability and innovation paths forwardOrchestrate and lead key business negotiations, supporting Amcor’s interests demonstrating an ability to influence decision and actionsManage local Sales resource in dotted line to implement account strategy and deliver expected growthMonitor business performance against target - both volume and margin and coordinate corrective actions to sales programs, if necessary, to achieve target commitmentsCoordinate corrective actions to sales and marketing programs, if necessary, to achieve target commitmentsCollaborate closely with R&D, Marketing and Operations to ensure account strategies are implementedCollaborate closely with Operations and Supply Chain to ensure account demand accuracy by monitoring and analyzing dataPromote and actively drive use of salesforce.com, PMDB, ANPos and other aspects of ValuePlusQUALIFICATIONS/REQUIREMENTS1. Formal Qualifications and Experience• Graduate in Sales, Engineering or similar with a strong sales talent and drive to sell• Minimum of 5 years’ experience in working in a large scale B2B environment• Relevant industry experience in technical, sales and general management• Proven track record of successful sales growth and profitability• Demonstrate excellent project / process management skills• Excellent communication skills in English, any other European language a valuable asset2. Specific Skills and Abilities• Ability to translate the strategy into actionable plans• Strong customer and result orientation• Strong negotiation, decision making skills and ability to get things done• Strong ability to monitor business analysis (data crunching, pricing, margin management, KPI) with a use of various tools• Ability to interact with a wide variety of stakeholders and externally, good understanding of matrix organization• Ability to quickly orientate across complex structure & matrix organization• Ability to quickly adapt to changing industry dynamics and redirecting efforts• Understanding of brand customers and what drives their development• Ability to drive growth in the area
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