Account Manager East Coast - Spirits

JOB DETAILS

Position Job Title: Account Manager East Coast - Spirits

BG and BU:  Amcor Flexibles EMEA, BU Capsules

Function: Sales 

Sub-Function: Sales

Location: Eastern USA and Canada

Line Manager’s Job Title: Key Account Manager

Contract Type:  Permanent

Job Purpose

Amcor Capsules supplies closures for the Wine and Spirits segments (screwcaps and capsules).

The division serves North American Customers predominantly from its St Cesaire Plant in Canada, as well from its finishing, trading and service Operations at American Canyon, California. Those Plants are supported and connected with the other Amcor Capsules Plants in France and in Chile to serve products not manufactured in North America. We are the market leader in North America with significant sales growth during last years and strong recognized brands like Stelvin®. Amcor is well recognised for its technical expertise, innovative packaging solutions and enhanced quality products. It provides strong technical support with its Field Technical Service teams. Building on the positive market dynamics, on its market leadership position and on the investments stream validated for North American capsules operations, North America is a strategic region for Global Capsules Business to deliver profitable growth in the future.

The Account Manager is responsible for the development and management of assigned spirits and wine 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 accounts through share of wallet and developing and executing a long-term strategy.

JOB DIMENSION & SCOPE

Number & Type of Accounts: Mix of local, core or business development

Internal Stakeholder level involvement and impact: Medium and strategic

Budget Responsibility: 5-20 Million USD

Geographic spread: Mainly East Coast USA or Canada

PRINCIPAL ACCOUNTABILITIES  

• Managing accounts to maximize revenues and profitability; monitor and report on critical KPI’s
• Identify comprehensive understanding of customer needs both long term and short term, differentiate Amcor’s products and services, and drive opportunities aligned with Amcor portfolio
• Maintain 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 alignment 
• Keep business plans and customer strategy up to date at all times using the specific Amcor Tools 
• Align cross-functionally with customer to agree on sustainability and innovation paths forward 
• Orchestrate and lead key business negotiations, supporting Amcor’s interests demonstrating an ability to influence decision and actions
• Manage local Sales resource in dote-line to implement account strategy and deliver expected growth
• Monitor business performance against target - both volume and margin and coordinate corrective actions to sales programs, if necessary, to achieve target commitments 
• Coordinate corrective actions to sales and marketing programs, if necessary, to achieve target commitments
• Collaborate closely with R&D, Marketing and Operations to ensure account strategies are implemented
• Collaborate closely with Operations and Supply Chain to ensure account demand accuracy by monitoring and analyzing data

Promote and actively drive use of salesforce.com, PMDB, ANPos and other aspects of Value Plus.

QUALIFICATIONS & REQUIREMENTS  

1. Formal Qualifications and Experience 

• University Degree, 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

2. 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 (pricing, margin management, KPI) with a use of various tools such as Excel and Sales Force
• 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