Regional Account Manager - Distribution
Amcor
- Connecticut
- Permanent
- Full-time
- 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
- Clearly understand accounts addressable packaging spend
- Manage account portfolio, drive any synergies and cross-key account initiatives
- Assess account opportunities, account trends and define aspirations both with existing customers and new customer
- 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)
- 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)
- Develop and execute a time plan for key customer engagements: regular customer visits, monthly reviews, Quarterly business and Quality reviews
- Ensure that resources within Amcor or other SME are identified and are deployed for immediate resolution of customer issues
- Align cross-functionally with customer to agree on sustainability and innovation paths forward
- Develop and drive execution of Account plan using Amcor Tools (i.e. Value Plus)
- 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
- Build confidence and rapport with customer after handover from Business Development Manager in order to stabilize account
- Engage all account team members to deliver value to customer
- 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
- Develop and maintain action plan for how key accounts will achieve targets, identify specific actions to achieve
- Follow a commercial courageous approach with (potential) customers and risk appetite to grow key account portfolio (e.g. business acumen in negotiations)
- Conduct systematic performance reviews with accounts
- Orchestrate and lead key business negotiations, supporting Amcor’s interests demonstrating an ability to influence decision and actions
- Set up Operating Plan (Sales and profitability targets) for Accounts
- Drive accurate Sales forecasting in coordination with customer, supply chain, and planners
- Ensure timely collection of receivables in coordination with Finance and Supply chain
- 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)
- 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
- Report and communicate current performance achievements
- 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
- Continue to grow already established markets
- Defend current business and retain all business
- Influence teams / individuals without a solid line reporting structure
- Regional Sales and Marketing team
- General Managers
- Customer Service
- R&D and technical teams
- Procurement
- Finance
- Account Manager network
- Operations
- Customers
- Suppliers
- Professional Associations
- Travel is estimated at 50%
- E.g. AFNA: American with Disabilities Act (ADA)
- Revenue growth through customer share of wallet expansion
- Profit margin
- Customer retention
- Improving Net Promoter Score (NPS)
- Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Account Engagement)
- Customer Focus
- Set priorities & Drive results (plans and aligns)
- Creating options
- Building desire
- Satisfying the customer
- Managing and growing the customer
- Negotiation and Influencing
- Interpersonal Savvy
- Bachelor’s degree
- Minimum of 5 years of 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
- Experience with negotiations; strong influencing and persuasion skills
- Technically adept
- Possess a detailed knowledge of Amcor, the products, the industry and competitive market
- Language: English
- Our people are engaged and developing as part of a high-performing Amcor team
- Our customers grow and prosper from Amcor’s quality, service, and innovation
- Our investors benefit from Amcor’s consistent growth and superior returns
- The environment is better off because of Amcor’s leadership and products