Regional Account Manager

Accelerate the possible by joining a winning Amcor team that’s transforming the packaging industry and improving lives around the world.

At Amcor, we unpack possibility through our innovative and responsible packaging to provide solutions that benefit our customers, our people and our planet. More than 10,000 consumers worldwide encounter our products every second and rely on us for safe access to food, medicine and other goods. We value their trust by making safety our guiding principle. It’s our core value and integral to how we do business.

Beyond this core principle, our shared values and behaviors unite us as we work together to elevate customers, shape lives and protect the future. We champion our customers and help them succeed. We play to win – adapting quickly in an everchanging world – and make smart choices to safeguard our business, our communities and the people we serve for generations to come. And we invest in our world-class team, empowering our colleagues to unpack their potential, because we believe when our people grow, so does our business.

To learn more about playing for Team Amcor, visit www.amcor.com I LinkedIn I Glassdoor I Facebook I YouTube

JOB ACCOUNTABILITIES:

Account Management
•    Maintain and expand business with customer, together with support from internal functions and business partners 
•    Identify and drive improvements (through VOC - Voice of Customer insights); develop and deliver improvement plans, while working with ASC stakeholders
•    Align service levels across ASC plants and across customer affiliates
•    Drive the business to improve supply performance, cost and working capital together with increasing customer satisfaction based on performance indicators
•    Analyze and understand the value chain including customers, consumers and competitive environment 
•    Identify and analyse new business opportunities within respected country, propose market entrance strategy; customers/product categories/market segments/new territory expansion
•    Contribute to the development and lead local execution of ASC Asia sales development strategy
•    Participation in a defined Key Account Team, responsible for plan execution and fulfillment of the Global Account Plan as it applies to Asia region
•    In co-operation with the Regional Account/ Global Account Team, develop and implement Global Value Proposition, Regional Account Strategy and Regional

Account Plan Development and Execution
•    Understand the customer's buying process with a view to influence during the process
•    Maintain and increase sales through the full breath of ASC packaging solutions portfolio towards end users through various routes to market and meeting targets
•    Work closely with Innovations team to ensure customer contacts are continually kept updated of Amcor's key innovations and capabilities, value propositions, and drive the process of understanding customer's brand plans to provide insights and intelligence to appropriate channels within ASC
•    Identify commercial opportunities (including cross-functional); propose and implement actions to capture growth
•    Work with Global Account Team in aligning pricing, contract and service strategies

Market Understanding
•    Understand customer's performance dynamics in the market and impact on the business
•    Gather and coordinate customer specific market intelligence and report to business development team
•    Develop strong understanding of competitor's capability, activity and strategy
•    Identify innovation and product development opportunities
•    Understand the technology and innovations related to the industries related to the business  
•    Perform commercial analysis of projects and initiatives to identify and capture the best value for ASC and customer
•    Support Commercial Team with project or product information to prepare commercial offers

Relationship Management
•    Establish strong customer intimacy and relationships across all levels; drive organic and develop new business growth opportunities
•    Lead effective communication and coordination between key accounts, local and regional account teams
•    Improve VOC by driving internal solutions and customer-centric initiatives
•    Coordinate rolling forecast accuracy, lead time, DIFOTIS; respond to key account requirements and provide support 
•    Plan and drive networking and contact management with customer
•    Facilitate, coordinate and steer local customer service teams
•    Regularly visit customer, prepare, organize and contribute to regular business review meetings. Participate in project meetings and commercial negotiations
•    Attend ASC cross-functional team meetings and customer team meetings
•    Provide meeting minutes and visit reports

Performance Management
•    Continuous review of market performance versus annual plan - monthly performance dashboard to track progress
•    Analyze customer's profitability and commercial leakages on regional level and recommend and 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 Global Account Plan, and develop and deliver action plans to address areas of under performance

JOB QUALIFICATIONS

•    Bachelor’s degree in a relevant discipline, minimum of 10 years of work experience
•    5-7 years of Sales, Account Management and Business Development experience in a comparable B2B environment
•    Experience in negotiations with strong ability to connect costing, pricing and value propositions
•    Strong background in a B2B model 
•    Experience leading and handling regional accounts/multi-country accounts i.e. within Asia