Group Key Account Director 1

JOB OVERVIEW

The Global Key Account Director is directly responsible for the sales growth, customer satisfaction and gross contributions results within the assigned geographic scope and product portfolio. Their primary responsibility is to identify and target growth opportunities linked to focus segments, focus products (new innovation platforms, sustainable products), new market entry or to fill capacity gaps outside of business currently supplied by Amcor.

Supported by a sales team located in Amcor Flexibles Asia Pacific’s business units (in country), the Group Key Account Director is the key liaison with global and regional customer stakeholders in marketing, innovation, procurement, supply chain and any other relevant function to maximize the generation and execution of sales growth opportunities. The job holder will be responsible for identifying the opportunities, securing alignment with the business units including target pricing and margin, development of the value proposition and go to market plan (which Business Unit) and selling the ideas to customers. The expectation is that the average size of an individual target opportunity is >USD2.5-5 million in annual sales. The Group Key Account Director is expected to have a high degree of independency and accountability for the sales decision-making process within the Amcor Value Plus commercial excellence principles.

Historically the role has been focused on account management & reactive escalation and in some markets e.g. SEA, support of the local business unit (BU) team will be required as a transition to local accountability and capability development occurs in the next 12-18 months.

This senior role is part of the Amcor Flexibles Asia Pacific Sales & Marketing Functional Team and is a key contributor to the development of the team, budget preparation, continuously challenge performance and ensure alignment towards delivering on key priorities and financial objectives. This role is a potential successor to VP Sales, Marketing, & Sustainability.

JOB RESPONSIBILITIES

The regional turnover is > USD 200 Mn across Amcor Flexibles Asia Pacific (AFAP) product ranges and spread across all markets in Asia Pacific (China, India, Southeast Asia and ANZ) for select FMCG customers.  The role has indirect matrix functions. 

Key deliverables and performance indicators

• New Business (SOG-strategic organic growth) growth pipeline size, conversion % and velocity, incl. specific targets in focus segments or products
• SOG sales, margin, growth, volume and share of segment
• Sustainable Product Sales (% Product Sold Recyclable Ready, with Post Consumer Recycle (PCR))
• Group Key Account (GKA) sales mix improvement
• Account plans and vision for designated key accounts within scope
• Top to top forums executed
• Strong value proposition with customer
• Pricing and Profitability (in conjunction with applicable business units) for target growth opportunities

Achievement of sales, growth and contribution objectives:

• Develops the Regional Strategic Plan (1-3 years) incl. targeted strategic organic growth (SOG) opportunities, Share of Wallet defence, negotiating strategy; and secures alignment with the SLT / BU VPs.
• Ensures that the products are marketed and sold in accordance with the business group (BG) / BU strategic and operating plan to obtain maximum profitability, having regard to manufacturing capacity and inventory strategy. Leads negotiations for BG SOG projects.
• Aligns with customer on sustainable product sales, including pitching to support 100% of products sold to be recycle ready by 2025.
• Monitor businesses performance against targets and coordinate any required corrective actions to sales programs and/or processes as necessary to achieve such sales growth targets.
• Proactively assess, clarifies and validate customer neds on an on-going basis
• Establish, in conjunction with the business management (BG and BU), the sales, growth and margin targets as part of the operating plan and forecast processes with high degree of accuracy

Key Account Management:

• Develops and manages directly account plans and joint business plans for several global key accounts
• Develop strong relationships beyond purchasing (total enterprise) allowing a comprehensive understanding of customer needs and both parties to extract value
• Strong, proactive relationships with key account customers that result in win situations
• Coordinate and plan contract renewal with the BUs and new business opportunities
• Liaises with the Innovation and R&D function to convert identified key customer needs in new business opportunities
• Defines, tracks and delivers customer satisfaction KPI’s for key accounts
• Shares best practices and business initiatives with BUs within AFAP; and across business group (BG)
• Involved in strategic Top to Top meetings, preparation groundwork on strategic negotiation
• Key Liaison on driving Sustainability product portfolio

Sales Management:

• Prepares and supervises negotiations and agreements with customers. Develops quantified value selling arguments to pitch specific growth opportunities.
• Appraises existing sales performance and directs in conjunction with the BU Sales Director or MNC Manager the sales programs and objectives within the region
• Ensure consistent delivery of “One Amcor Way” as per the Value Plus Commercial Excellence Program
• Is responsible to provide the senior management with regular business updates and course of action
• Facilitate integrated/cross business decisions on sales and marketing (i.e. To optimize for “Amcor” not the individual business)

Leadership and People Management

• Secures & coordinates information flow, subject matter expertise and action planning with relevant functions (cross-functional team coordination)
• Lead, develop, motivate and assign people to appropriate tasks. Ensure career development and succession planning is in place (direct report & matrix reporting line)
• Responsible for achieving and maintaining excellence performance of the team, managing the individual KPI’s and addressing gaps effectively
• Implementation of commercial excellence programs in the Sales team
• Model Amcor’s values in all internal and external dealings, exhibiting desired behaviours and approaches in all business activities

QUALIFICATIONS / REQUIREMENTS

• University degree in a relevant field. MBA preferred.

• Substantial experience in senior sales roles (10+ years in total with at least 5+ years in management with a broad geographic scope).
• Strong results track record of growing business and delivering on financials through excellence in sales management as well as continuous improvement and efficient cost management.
• The job holder has demonstrated ability in dealing with multi layered MNC customers, identifying and developing talent plus is an experienced effective communicator in front of senior audience level.
• Culturally agile - Ability to interact across cultures (Western and Asian) and functions both internally and externally (multi-lingual preferred)
• P&L accountable, collaborative mindset and results oriented
• Customer and solutions focused
• Strategic account management
• Enterprise mindset and quantified value selling
• Lead from the front, while bringing the business along, ability to translate strategy into actionable plans
• Ability to navigate across ambiguity, anticipate proactively and resilient