Account Manager Wine & Spirits - Sustainable Packaging, Loire

Job Details

Position Job Title: Account Manager Wine & Spirits - Sustainable Packaging, Loire Region

BG and BU: Amcor Flexibles EMEA, Food, Beverages and Personal Care BU, Capsules division

Function: Sales

Location: La Loire Region, France

Line Manager’s Job Title: Sales Manager South

Advertising Legal Entity: Amcor Group GmbH, Zürich/Switzerland

Work contract Legal Entity: Contract will be issued accordingly with legal requirements and legal entity of the hiring country

Contract Type: Permanent

Job Purpose

Successful candidate will be responsible for promoting Amcor’s product range, increasing sales by acquiring new customers and developing business at existing customers in a specific territory, or for specific customer typologies (segments).

Job Dimensions & Scope

Build on existing portfolio of around 3.5M€ focusing on new business development.

Internal relationships:

CSR Team

Sales Colleagues

Value Plus Team

Plant Management

BD & Marketing Manager

External relationships:

Selected customer portfolio

Marketing influencers (e.g. local bottlers)

Principal Accountabilities

1. Sales and sustainable growth (50%)

• Establish and propose territory and accounts strategy
• Analyse territory/market/customer potentials to better address prospects and existing customers
• Establish, develop and maintain relationship through regular visits to current and prospective customers in the assigned territory in order to generate sales and profit
• Liaise with product development for any new project
• Negotiate contracts and sales conditions to maximize revenue and profitability
• Follow-up on active leads immediately
• Prepare and perform presentations to existing and prospecting customers to promote Amcor’s solutions
• Produce clear and written quotations for customers that lead to closed deals
• Achieve targets as per individual plan
• Follow up forecast and results in his/her area in Sales and Margin

2. Customer Intimacy (30%)

• Identify opportunities and build business cases (with the help of the Value+ team). Understand current & future customer needs to develop value proposition
• Be the voice of the customer to plant, sales & marketing managers
• Help track/follow-up customer claims. If need be, coordinate quality performance balance with Quality Dpt
• Work closely with FTS team to ensure superior customer experience
• Continuously improve market intelligence and competition knowledge

3. Internal duties (20%)

• Follow the BG’s DOA regarding pricing and quotation understanding cost and margin position with the help of the value+ team
• Regularly challenge business with opportunities supported by business case
• Make sure that all relevant information regarding customer new business and leads are fed into SFDC
• Record customer/prospect visits, calls, opportunities and actions into SFDC
• Deliver monthly reports to Sales Manager

Major Challenges & Complexities

Cross-functional responsibility which requires to interact with various key players within the organization: local Account Managers, CSR team, Value+ team, industrial team etc.

Qualifications/Requirements  

1. Formal Qualifications and Experience

• Achieved BA or BS with 1st successful experience in the sales of B2B solutions.
• CRM systems knowledge such as salesforce.com a must.
• Good knowledge of Microsoft Office. At ease with Excel and more generally with numbers
• Valid Driving License
• Good command of oral and written French & English.

2.  Specific Skills and Abilities

• Commercial acumen

• Building customer loyalty
• Drive for results
• Excellent customer service orientation
• Good presentation skills
• Ability to work effectively in a cross-functional team environment
• Communicate well with internal and external stakeholders and customers
• Able to influence and motivate others
• High level of accuracy and attention to detail
• Good command of Microsoft Office products, including Excel, Word, and PowerPoint
• Ability to travel intensively

3. Amcor Leadership Framework

Leading Self

Drive Vision & Purpose – Can identify personal meaning in contributing to the vision &strategy of Amcor. Is optimistic and contributes in a supporting way to their business environment.

Strategic Mindset – Contributes in practical planning of work processes. Understands and evaluates consequences of own decisions and actions. Pays attention to trends and issues that may impact own work in the future.

Leading Teams

Engage People & Teams – Provides the team with insights and background behind goals and required actions. Assigns tasks, setting clear, specific performance objectives, standards and accountability across all people. Respects concerns and encourages the open expression of ideas and opinions. Builds consensus and involves others in decision-making.

Attracts & Develops Talent – Attracts and selects diverse & high caliber talent. Places a high priority on developing others through coaching, giving feedback, providing exposure within the organization, and identifying stretch assignments. Aligns employee career development goals with organizational objectives.

Leading the Business

Customer Focus – Creates a sense of urgency throughout the organization on the importance of meeting customer needs, e.g. defines their customer’s perspective. Identifies opportunities to modify internal processes, services, and structures to improve the ability to serve their customer. Identifies and tracks emerging customer segments and trends, shifts in suppliers and their offerings, and how they will affect how business is carried out. Understands how competitors serve different segments and where opportunities lie against them.

Set Priorities & Drives Results - Sets the right priorities and stretching goals on a group, team and individual level.  Pushes the organization to achieve results. Eliminates obstacles that affect organizational performance and supports the organization in overcoming setbacks.

Cultivates Innovation – Engages others by making the case for innovation and explaining their role in it. Removes barriers and creates a climate within the organization that encourages innovation e.g. mistakes are accepted, failures are opportunities to learn.