Key Account Manager

JOB DETAILS

Position Job Title:                Key Account Manager 
BG and BU:                         AFEMEA / Healthcare
Function:                             Sales & Marketing
Sub-Function:                     Sales - Key Account Management
Location:                             Open location 
Line Manager’s Job Title:    Sales Director Key Accounts Pharma & Tech.Spec
Contract Type:                     Permanent

JOB PURPOSE 

The Key Account Manager is responsible for assigned regional key 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 key accounts through share of wallet and developing and executing a long-term strategy.

JOB DIMENSIONS & SCOPE 

Number & Type of Accounts: 2 regional key accounts  
Internal Stakeholder level involvement and impact: High and strategic 
Budget Responsibility: 40M Eur
Geographic spread: continental 

PRINCIPAL ACCOUNTABILITIES 

•    Manage a key account to maximise 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 dotted 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 ValuePlus

QUALIFICATIONS/REQUIREMENTS 

1.    Formal Qualifications and Experience
•    Graduate in Sales, Engineering 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, any other European language a valuable asset 

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 (data crunching, pricing, margin management, KPI) with a use of various tools  
•    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