Business Development Manager

Join Amcor and you can be part of the team that makes the packaging of the future better for people and our planet.  

Here at Amcor, we work together every day to make a positive impact on the lives of millions of people across the globe by providing packaging for essential products, including food, beverages, pharmaceutical, medical, home and personal-care.  
We are sustainability leaders in our industry. We are the first global packaging company to commit to make all our products recyclable or reusable by 2025. 
Our products are vital to support the lives of millions of people across the globe every day. 

We are always looking for talented and passionate individuals who are motivated to make a difference. Working at Amcor means you will have a unique opportunity to be a part of an organisation that is committed to innovating and driving new solutions to create more sustainable packaging solutions. 
To find out more about our commitment to sustainability and about Amcor, visit 
www.amcor.com I LinkedIn I Glassdoor I Facebook I Twitter I YouTube 

Job Responsibilities:

Business Development

• Hunt and prospect new customers and drive new business opportunities aligned with Amcor portfolio
• Understanding the customers buying process with a view to influence to become eventual prospects for commercialization
• Identify new business opportunities and establish relationships - including to win new markets, growth areas, trends, customers, products and services
• Fully understand ASC portfolio, capability and technology, identify value propositions, define competitive business model and to develop a winning solutions to bring Amcor to new customers
• Lead in the development, preparation and completion of customer contracts, define service levels and negotiate service level agreements (Supply and Service Level Agreements)
• Update and maintain the Sales Force inputs
• Identify business model of trading/import and export of ASC product portfolio
• Support/develop/lead business and products presentation to new customer prospects of Amcor portfolio

Account Management

• Maintaining & expanding our customer base with support from internal functions and business partners
• Identify improvements (through Voice of Customer insight); develop and deliver improvement plans, working in association with other ASC stakeholders
• Align service levels across ASC plants and across customer affiliates
• Develop indicators and drive the business to improve supply performance, cost and working capital together with increasing customer satisfaction.
• 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 execution of ASC Asia Sales Business Development Strategy
• Deliver on all sales and business development targets: ensure available capacity of the local business is maximized with products at the agreed level product mix and profitability
• Secure business commitment with prospective customers, competitive pricing strategy and price proposal; ensure compliance of trading terms with contractual agreements
• Maintaining and increasing sales of the full breath of the ASC packaging solutions portfolio towards end users through various routes to market and meeting targets
• Identify commercial opportunities (including cross-functional); propose and implement actions to capture benefits
  

Market Relationship

• Understand account economics and impact on the organization and overall business
• Lead to gther and coordinate customer specific market intelligence and report to general management for re-alignment and recalibration of direction
• Lead to drive deep awareness and understanding of competitors’ capability, activities and strategies
• Identify innovation and product development opportunities
• 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 intimacy /relationships at all levels at all points of contact to drive and develop new business growth opportunities
• Lead effective communication and coordination between new customer accounts and respond to customer requirements and provide / organize support
• Improve VOC & NPS by driving internal solutions and customer-centric initiatives
• Plan and drive networking and contact management across the customer- ASC relationship
• Facilitate, coordinate and steer local customer interfacing teams (OAM, CCAM, Quality, Product Development)
• 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 and Project Management

• Continuous review of market performance versus annual plan - monthly performance dashboard to track progress
• Analyze customer profitability and commercial leakages on regional level and recommend/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
• Provide management with regular status reports on performance vs. Account Plan / Budget
• Proactively inform management on expected changes to Account Plan / Budget / Forecast

Qualifications/Requirements
5.1 Formal Qualifications and Experience

• Bachelor’s degree in a relevant discipline, minumum of 10 years of work experience
• 5 years of strong sales and business development experience a comparable B2B model environment
• Experience as lead role in doing business development and demonstrated strong success in bringing and onboarding new clients, providing business solutions (i.e. packaging solutions) to new prospects
• Experience in marketing, account management, negotiations with strong ability to connect costing, pricing and value propositions of Amcor
• Strong background in a B2B model i.e. packaging, raw materials, chemicals, industrial
• Experience leading and handling multiple accounts, multi-country accounts, an advantage
• Strong manufacturing industry network base, a strong advantage
  

5.2 Knowledge/Skills/Abilities/Behaviours (please also refer to the core competencies reflected in the Amcor Leadership Framework overleaf, in addition to defining any key technical skills or other key attributes specific for this position)

• Knowledge of the packaging industry preferred
• Good understanding of business processes, including sales, supply chain and customer service
• Commercial “hunting” skills
• Project Management and strong analytical skills
• Customer Service or Account management experience beneficial
• Ability and experience to work with and manage people, along with leadership skills
• Ability to frequently travel internationally
• Fluent English, other regional languages an advantage Knowledge of the tobacco industry would be an advantage.

Amcor is a thriving S&P 500 organisation listed both on the NYSE (AMCR) and ASX (AMC) with US$13 billion in sales. We have a proud history dating back to the 1860’s and come a long way from a single paper mill based in Melbourne to becoming the global leading packaging company. Today, Amcor is an international organisation empowering its 50,000 employees in over 40 countries and across 250 sites.  

At Amcor we believe in talent through diversity and promote equal opportunity in the workplace and recognise that discrimination and harassment of co-workers based on race, creed, disability, gender, marital or maternity status, religious or political beliefs, age or sexual orientation is unlawful.