JOB SUMMARY / OBJECTIVES:
Responsible for developing profitable sales growth and selling Amcor Specialty Cartons’ (ASC) value across his/ her assigned country through regional account business development in the tobacco/folding carton space. Primary elements are being our customers in country first point of contact and escalation point; networking with the client and developing supportive contacts across all disciplines, relationship development with key decision-makers, planning and delivering sales development within the country, and up-selling of value-added solutions in partnership with other ASC internal functions and business partners. Coach to the Operational Account Managers/Customer Service team members to drive operational excellence together with manufacturing functions.
JOB RESPONSIBILITIES:
Sales Revenue: USD Country Budget / Stretch
Key activities:
Business Development Management for Tobacco/Folding Carton packaging for the designated country
SKUs:
Tobacco Packaging
Other Folding Carton Packaging/ FMCG & Pharma Segment
Direct Reporting Team:
Operational Account Managers
Team:
Interaction and teamwork with Product Development, Supply chain & Procurement, Operations.
KPIs:
Sales Revenue & profitability versus budget and prior year
Customer feedback from Voice of Customer (VOC) survey
Sales opportunities, commercial offers and sales pipeline conversion rate.
Innovation activities.
Business Development:
• Prospecting and developing opportunities of scale to deliver revenue and profitable growth
• Full engagement in customer’s identification and qualification processes, aiming to drive value propositions to the right targets
• Forming, communicating and negotiating offers and price increments
• Gather and coordinate customer specific market intelligence and report to Business Development Team
• Identify innovation and product development opportunities
• Develop strong understanding of competitor capability, activity and strategy
• Analyze and understand the value chain including customers, consumers and competitive environment
Account Management:
• Establishing, maintaining & expanding our customer base with support from internal functions and business partners
• Respond to customer requirements and provide / organize support
• Plan and drive networking and contact management across the customer-ASC relationship, seek for customer’s feedback (through Supplier Service Assessment, Voice of the Customer, etc.) and plan actions to improve ASC position
• Regularly visit customer. Prepare, organize and lead regular business review meetings. Participate in project meetings and commercial negotiations, provide meeting minutes and visit reports.
• Managing sales process from enquiry through qualification to order completion through effective customer relationships
• First point of contact/escalation for the country’s customer contacts
• Participation in a defined Key Account Team, responsible for plan execution and fulfillment of the Global Account Plan as it applies to the country
• In co-operation with the Asia ASC Account Team, develop / implement Country Account Strategy and Regional Account Plan
• Understanding the customers buying process with a view to influence same
• Maintaining and increasing sales of the full breath of the ASC packaging solutions portfolio towards end users through various routes to market and meeting targets (Asia Account Team- and self imposed)
Work closely with the Innovations team to ensure Customer contacts are aware of key innovations and Amcor capabilities, associated benefits for their business, and that they provide insight into their brand plans, with this intelligence fed back to the appropriate channels within ASC• Establish and manage customer contracts, define service levels and negotiate service level agreements (Supply and Service Level Agreements)
• Take leadership and manage specific account related projects, perform commercial analysis of projects and initiatives to identify and capture the best value for ASC and customer
• Identify commercial opportunities (including cross-functional); propose and implement actions to capture benefits
• Identify improvements (through Voice of Customer insight); develop and deliver improvement plans, working in association with other ASC stakeholders
• Align service levels across ASC plants and across customer affiliates
• Work with Asia Account Team in aligning pricing, contract and service strategies
Performance management
• Monitoring of market performance versus annual plan - monthly performance dashboard to track progress
• Budgeting, forecasting and reporting to line manager, and play a lead role in regional CapaDem process as interface to Regional Team and to Supply Chain management
• Analyze customer profitability and commercial leakages on regional level and recommend/follow-up on improvement actions
• Measure ASC performance and customer performance in line with defined KPI’s and service levels – tracking performance through Salesforce.com
• Consolidate performance reports for the Account. Provide management with regular status reports on performance vs. Account Plan / Budget
• Proactively inform management on expected changes to Account Plan / Budget / Forecast
• Regularly update Key Account Plan, and develop/deliver action plans to address areas of under Performance
JOB QUALIFICATIONS:
· Degree preferred in Business/Commerce/Marketing or equivalent
· Minimum 10 years solid sales experience in an international Business to Business environment in the identified country/Asia or proven key account management or acquisition successes
· Working knowledge of Customer Relationship Management, Sales Force, Sales and Customer Service
· Proven success on business development and/or acquisition
· Fluent English, other regional languages an advantage
· Minimum 5 years of people leadership experience in a comparable environment
· Good knowledge of the packaging industry, specific tobacco knowledge an advantage
· Good understanding of business processes, including sales, supply chain and customer service
· Strong analytical skills
· Balance of account management and commercial hunting skills
· The ability and experience to work with and manage people, along with leadership skills
The ability to travel internationally when required.