Sales 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 RESPONSIBILTIES:

• Managing sales process from enquiry through qualification to order completion through effective customer relationships
• First point of contact/escalation for the country’s customer contacts
• Participation in a defined Key Account Team, responsible for plan execution and fulfillment of the Global Account Plan as it applies to the country
• In co-operation with the Asia ASC Account Team, develop / implement Country Account Strategy and Regional Account Plan
• Understanding the customers buying process with a view to influence same
• 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 (Asia Account Team- and self imposed)
• Work closely with the Innovations team to ensure Customer contacts are aware of key innovations and Amcor capabilities, associated benefits for their business, and that they provide insight into their brand plans, with this intelligence fed back to the appropriate channels within ASC
• Take leadership and manage specific account related projects, perform commercial analysis of projects and initiatives to identify and capture the best value for ASC and customer
• Identify commercial opportunities (including cross-functional); propose and implement actions to capture benefits\
• 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
• Work with Asia Account Team in aligning pricing, contract and service strategies

Business Development

• Prospecting and developing opportunities of scale to deliver revenue and profitable growth
• Full engagement in customer’s identification and qualification processes, aiming to drive value propositions to the right targets
• Forming, communicating and negotiating offers and price increments
• Gather and coordinate customer specific market intelligence and report to Business Development Team
• Identify innovation and product development opportunities
• Develop strong understanding of competitor capability, activity and strategy
• Development of robust sales pipeline
• Maintaining the Sales Force inputs
• Analyze and understand the value chain including customers, consumers and competitive environment
• Establish and manage customer contracts, define service levels and negotiate service level agreements (Supply and Service Level Agreements

Account Management

• Establishing, maintaining & expanding our customer base with support from internal functions and business partners
• Respond to customer requirements and provide / organize support
• Plan and drive networking and contact management across the customer-ASC relationship, seek for customer’s feedback (through Supplier Service Assessment, Voice of the Customer, etc.) and plan actions to improve ASC position
• Regularly visit customer. Prepare, organize and lead regular business review meetings. Participate in project meetings and commercial negotiations, provide meeting minutes and visit reports
• Identify commercial opportunities (including cross-functional); propose and implement actions to capture benefits
• 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
• Work with Asia Account Team in aligning pricing, contract and service strategies

Performance and Project Management

• Monitoring of market performance versus annual plan - monthly performance dashboard to track progress
• Budgeting, forecasting and reporting to line manager, and play a lead role in regional CapaDem process as interface to Regional Team and to Supply Chain management
• Analyse 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
• 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 Key Account Plan, and develop/deliver action plans to address areas of under Performance

Job Qualifications

• Bachelor’s degree in a relevant discipline, minumum of 15 years of work experience
• 10 years of strong sales and business development experience a comparable B2B model environment
• Experience as lead role in doing sales, business development and demonstrated strong success in bringing and onboarding new clients, providing business 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 multiple industries network base, a strong advantage

5.2 Knowledge/Skills/Abilities/Behaviours 

• Knowledge of the manufacturing, tobacco, packaging industry preferred
• Good understanding of business processes, including sales, supply chain and customer service
• Commercial “hunting” and “farming” capability
• 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, packaging industry and FMCG 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.