Key Account Manager – Europe

Job Purpose

As a Key Account Manager, you will lead strategic relationships with some of Amcor’s most important customers across Europe. Your mission is to maximize customer satisfaction, accelerate growth, and strengthen Amcor’s position—particularly within the meat and dairy packaging sector. You will identify new opportunities, expand share of wallet, and partner closely with internal teams to deliver sustainable, profitable business results.

Job Dimension & Scope

• Accounts: Key Accounts
• Internal Stakeholder Level: Strategic
• Geographic Focus: Continental Europe

Principal Accountabilities

Key Account Management

• Serve as the primary contact for designated key accounts across Europe.
• Build and maintain strong relationships with key decision‑makers and influencers.
• Understand customer needs, challenges, and strategic goals to shape tailored solutions.
• Align and coordinate with Global Key Account teams across Business Units to ensure a unified approach.
• Manage major accounts in the Meat & Dairy industry, focusing on growth in areas with low share of wallet.
• Track and report critical KPIs and account performance.

Sales & Revenue Growth

• Develop and execute comprehensive account plans to meet sales and revenue targets.
• Identify opportunities to upsell, cross‑sell, and introduce new products.
• Lead commercial negotiations, including pricing and contractual agreements.

Market & Industry Insight

• Stay informed on market trends, competitor activity, and industry developments—especially within the meat sector.
• Conduct targeted market analysis, providing actionable insights for internal teams.
• Identify emerging opportunities and potential risks.

Relationship Building

• Build strong partnerships with packaging machine manufacturers.
• Develop a deep understanding of EMEA retail chains, consumer dynamics, and supply chain processes.

Collaboration & Commercial Excellence

• Work closely with Product Development, Marketing, R&D, Catalyst, Operations, and Customer Service to support seamless execution.
• Maintain effective communication with customers to address issues, manage expectations, and enhance satisfaction.
• Promote best‑practice usage of Salesforce.com, PMDB, ANPos, and ValuePlus tools.

Forecasting & Reporting (IBP Tool)

• Prepare sales forecasts, budgets, and performance analyses via the IBP tool.
• Provide regular account updates and strategic recommendations to senior leadership.

Strategic Leadership

• Build long‑term partnerships with key stakeholders across customer organizations.
• Map decision‑makers beyond procurement to ensure full enterprise alignment.
• Maintain up‑to‑date business plans and customer strategies using Amcor tools.
• Lead major business negotiations, ensuring strong representation of Amcor’s interests.
• Guide and coordinate local sales teams to implement account strategies and deliver growth.
• Monitor business performance (volume & margin) and drive corrective actions when needed.
• Share market insights and customer preferences to support new product development.
• Support commercialization and launch of new products.

Key Performance Indicators

• Quality and execution of Key Account Plans
• Strength of talent bench within account teams
• Revenue growth and increased share of wallet
• Profit margin improvement
• Customer retention and Net Promoter Score (NPS)
• Sales funnel performance (pipeline velocity, funnel yield, account engagement)

Qualifications & Requirements

Education & Experience

• Degree in Sales, Engineering, Business (MBA preferred), or a related field.
• Minimum 5 years' experience in a large-scale B2B environment.
• Strong background in technical sales and/or general management.
• Proven track record of delivering sales growth and profitability.
• Excellent project and process management capabilities.
• Fluent in English & French; additional European languages are an asset.

Skills & Competencies

• Ability to turn strategy into actionable commercial plans.
• Strong customer orientation and results-driven mindset.
• Excellent negotiation and decision‑making skills.
• High competence in data analysis, pricing, margin management, and KPI reporting.
• Comfortable working in complex, multinational matrix organizations.
• Ability to adapt quickly to market shifts and evolving customer needs.
• Deep understanding of brand customers and their growth drivers.
• Ability to lead and deliver growth within assigned territories.