Key Account Manager

Amcor•Rayne Township, PA

About The Position

The Key Account Manager is the key owner for assigned large / global key accounts in order to provide effective strategic and tactical sales direction and 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. The incumbent is responsible for developing and executing strategy to defend existing share of wallet, including use of ANPos tools. The KAM role is focused on the growth of assigned key accounts through share of wallet and developing and executing a long-term strategy. To ensure top and bottom-line growth they will partner with the marketing and lead generation teams to build account plans for assigned accounts which 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.

Requirements

Bachelor’s degree
Minimum of 5-7 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

Nice To Haves

Master’s in Marketing or Business Management preferred

Responsibilities

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 key account portfolio, drive any synergies and cross-key account initiatives
Assess account opportunities, account trends and define aspirations both with existing customers and new customers
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, Finance Manager, Cross functional (e.g. Sustainability Strategy) and engagement mechanisms e.g. T2T, BRAD, 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 Subject Matter Experts are identified and are deployed for immediate resolution of customer issues
Align cross-functionally with customers to agree on sustainability and innovation paths forward
Develop and drive execution of Account plan using Amcor Tools (i.e. Value Plus)
Utilize PMDB and other tools to assess and drive profitable growth including bottom dot assessments and implementation through coordination of the account team.
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. Update forecasts and sales outlook on a monthly basis. Coordinate team efforts across customer designated fillers (CMO’s) and engage in communications either directly or thru assigned CMO account manager
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 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, ANPos 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 Key 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

Benefits

Medical, dental and vision plans
Flexible time off, starting at 80 hours paid time per year for full-time salaried employees
Company-paid holidays starting at 8 days per year and may vary by location
Wellbeing program & Employee Assistance Program
Health Savings Account/Flexible Spending Account
Life insurance, AD&D, short-term & long-term disability, and voluntary benefits
Paid Parental Leave
Retirement Savings Plan with company match
Tuition Reimbursement (dependent upon approval)
Discretionary annual bonus program (initial eligibility dependent upon hire date)