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.
Will you be next to join our journey towards a more sustainable future? At Amcor 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 organisation that is committed to providing sustainable packaging solutions. To find out more about our commitment to sustainability and about Amcor, visit www.amcor.com.
1. Job Overview
The Regional Account Manager (RAM) is the key contact for our Northeast region assigned accounts 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 business opportunities within the existing portfolio. The incumbent is responsible for developing and executing strategy to defend existing share of wallet (SOW). The RAM role is focused on the growth of assigned key accounts 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. The incumbent will partner with the Business Development Manager to take over new customer accounts and transition them to their stable accounts.
2. Principal Accountabilities
Develop and maintain account strategy
-
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)
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
-
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
Drive for results
-
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
Account Budget Planning
-
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
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
-
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
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
3. Job context
Challenges & Complexities
-
Continue to grow already established markets
-
Defend current business and retain all business
-
Influence teams / individuals without a solid line reporting structure
Internal Relationships
-
Regional Sales and Marketing team
-
General Managers
-
Customer Service
-
R&D and technical teams
-
Procurement
-
Finance
-
Account Manager network
-
Operations
External Relationships
-
Customers
-
Suppliers
-
Professional Associations
Expected Travel
-
Travel is estimated at 50%
Physical Conditions (to be adapted to regional legislative requirements)
-
E.g. AFNA: American with Disabilities Act (ADA)
4. Job Dimensions & Performance Indicators (“What”)
Key deliverables and performance indicators
-
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)
5. Competencies (“How”)
5.1 Amcor Leadership Framework
Leadership
All Leadership competencies are relevant especially the following key competencies for the role:
-
Customer Focus
-
Set priorities & Drive results (plans and aligns)
Values
Demonstrate Amcor’s Values and follow The Amcor Way.
5.2. Functional Competencies
Confident and driven Account Manager who is resilient, adaptable and embracing change. AM that is motivated by achievement, growth, and social contact.
-
Creating options
-
Building desire
-
Satisfying the customer
-
Managing and growing the customer
-
Negotiation and Influencing
-
Interpersonal Savvy
6. Qualifications/Requirements
Education:
Experience:
- 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
Knowledge:
-
Technically adept
-
Possess a detailed knowledge of Amcor, the products, the industry and competitive market
Skills:
#LI-Remote
#LI-AB2
IND123
We expect our people to be guided by The Amcor Way and demonstrate our Values every day to enable the business to win. We are winning when:
-
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
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.
We verify the identity and employment authorization of individuals hired for employment in the United States.
