Account Manager DACH

Position Job Title: Account Manager – Growth Accounts – DACH (Pharma)

BG and BU: Amcor Flexibles EMEA, Healthcare

Function: Sales

Location: Flexible Location in Germany

Line Manager’s Job Title: Sales Manager Pharma

Advertising Legal Entity: Amcor Group GmbH, Zuerich/Switzerland

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

Contract Length: Permanent

Job Purpose

The Account Manager is responsible for maintaining frequent face-to-face communication and establishing win-win relationships with existing customers within Healthcare industry.  S/he is responsible for managing growth accounts in DACH region. This role is based from home office in Germany with frequent travel ratio (approx. 50%).

Job Dimensions & Scope

Candidate will be accountable to for managing core accounts in DACH region with a revenue of approx. 15M€

Relationships:

External:

• Customers

Internal:

• Sales, Marketing & Commercial Team
• R&D Team Members, Technical Field Service Members
• Plant General Manager, Plant Commercial & Customer Service Team

Main Responsibilities

1. Develop account strategies for existing accounts:

1. • Identify account needs and key buying factors beyond purchasing
   • Assess account opportunities, account trends and define aspirations
   • Identify key decision makers and influencers beyond purchasing and craft relationship plan
   • Develop and maintain action plan for how accounts will achieve targets, identify specific actions to grow the business and improve earnings
   • Initiate and coordinate product developments/improvements
   • Investigate market trends and needs, risks & opportunities

2. Establish/maintain strong relationships and face-to-face communication with existing accounts

• Act as the direct, primary face-to-face contact with existing accounts.
• Establish strong, multi-level, win/win relationships with existing customers.  Focus will include, but not be limited to the following:

1) Maintaining strong win/win relationships with existing customers

2) Understanding customer requirements

3) Addressing/resolving issues with current customers (quality, AR, etc.)

4) Proactively identifying and obtaining new business

5) Participating in partnership and problem-solving sessions, as well as product line trials with existing/ customers

• Develop and maintain action plans for how accounts will grow and achieve targets
• Identify and align resources, action plans and communications required to execute account plans and resolve issues
• Provide strong service support and coordination for customers

3. Develop and execute negotiations and contracts

• Develop, manage and execute contract negotiations
• Manage negotiations/resolution of product, quality, and service issues

4.  Forecasting, Budgeting and Reporting

• Responsible for forecasting and budgeting sales activities by existing accounts and assure the completion of these targets
• Monthly reporting of the sales activity in the area

5. Businesd Development

• Identify and pursue new business opportunities within existing and new accounts.
• Develop strategies to grow revenue, upsell services, and cross-sell products.
• Prepare and deliver compelling proposals and presentations to prospective clients

Qualifications/Requirements

1. Formal Qualifications And Experience          

• For this position, ideally a minimum of 5 years in sales
• Account management in a packaging, pharmaceutical or industrial environment would be preferred
• Fluent in English & German is required

2. Specific Skills And Abilities

• Performance driven
• Ability to close a deal
• Business knowledge
• Results oriented, “hunting” sales skills
• B2B Sales Exeperience
• Negotiation skills
• Analytical and financial skills
• Good time management skills
• Strong interpersonal and communication skills
• Sales/customer knowledge
• Ability to work under pressure & meet deadlines
• Problem solver with initiative
• High level of proficiency in MS Office application