Account Manager UK/ Ireland

Job Purpose

As Account Manager RKA , the primary responsibility is to oversee assigned crucial customer relationships, collaborating with one or more significant accounts to ensure their satisfaction and drive business growth. This role revolves around identifying growth opportunities while nurturing positive customer ties. It involves creating effective strategies for increased sales and enhanced customer satisfaction, cultivating strong internal and external networks, strategizing for future business development, and becoming proficient in our product portfolio, particularly in the meat industry.

JOB DIMENSION & SCOPE 

Number & Type of Accounts: Account Manager RKA 

Internal Stakeholder level involvement and impact: Strategic 

Geographic spread: UK/ Ireland

PRINCIPAL ACCOUNTABILITIES  

1. Key Account Management:

• • Serve as the primary point of contact for designated key accounts.
  • Develop and maintain strong relationships with key decision-makers and influencers within customer organizations.
  • Understand each customer's unique requirements, challenges, and goals.
  • Align the strategy of a Global Key Account cross BU (Business Units) and cross Region (AFNA, AFLA, AFAP) to ensure a unified approach and maximize customer satisfaction and business growth.
  • Manage Key Accounts from the Meat industry in EMEA to maximize revenues and profitability, with a specific focus on large accounts where Amcor enjoys low SOW  and  with need for rapid expansion.
  • Monitor and report on critical KPIs  as part of the role.

2. Sales and Revenue Growth (Large Accounts Emphasis):

• • Develop and execute strategic account plans to achieve sales targets and revenue growth, with a particular focus on large accounts where Amcor currently has low SOW.
  • Identify opportunities for upselling, cross-selling, and introducing new products or services.
  • Negotiate pricing agreements and contracts with customers.

3. Market Analysis (Meat Industry):

• • Stay up-to-date with market trends, industry developments, and competitors' activities within the meat industry.
  • Conduct market analysis specific to the meat industry to identify growth opportunities and potential threats.
  • Provide insights and recommendations to internal teams based on market intelligence, with a particular emphasis on the dynamics of the meat industry.

4. Relationship Building:

• • Build and nurture strong relationships with machine manufacturers in the packaging industry to facilitate collaboration and partnership opportunities.
  • Develop a deep understanding of the retail chain across EMEA, including retail industry dynamics, supply chain processes, and customer preferences.

5. Collaboration and Commercial Excellence:

• • Collaborate closely with internal teams, including product development, marketing, and customer support, to ensure seamless customer experiences and drive commercial excellence.
  • Communicate effectively with customers, addressing inquiries, resolving issues, and managing expectations.

6. Forecasting and Reporting (IBP Tool):

• • Prepare sales forecasts, budget reports, and performance metrics for key accounts using the IBP (Integrated Business Planning) tool.
  • Provide regular updates to senior management on account status and performance.

7. Strategic Responsibilities:

• • Maintain and build strong relationships with key decision-makers of assigned accounts.
  • Identify key decision-makers and influencers beyond purchasing (total enterprise) and craft a relationship map to ensure strategic and tactical alignment.
  • Keep business plans and customer strategy up to date at all times using specific Amcor tools.
  • Align cross-functionally with customers to agree on sustainability and innovation paths forward.
  • Orchestrate and lead key business negotiations, supporting Amcor’s interests, demonstrating an ability to influence decisions and actions.
  • Manage local Sales resources to implement account strategy and deliver expected growth.
  • Monitor business performance against targets - both volume and margin - and coordinate corrective actions to sales and marketing programs, if necessary, to achieve target commitments.
  • Feed the organization back on market trends and large accounts' preferences, supporting strategic decisions on new product commercialization in conjunction with New Platform Development Manager.
  • Assist in the launchement of new products commercialization.
  • Collaborate closely with R&D, Catalyst, Marketing, and Operations to ensure account strategies are implemented.
  • Collaborate closely with Operations and Supply Chain to ensure account demand accuracy by monitoring and analyzing data.
  • Promote and actively drive the use of salesforce.com, PMDB,  ANPos, and other aspects of ValuePlus.

KEY PERFORMANCE INDICATORS 

• • Build strong  Key Account Plans
  • Build Talent Benchstrength  
  • Revenue growth through customer share of wallet expansion 
  • Profit margin 
  • Customer retention 
  • Improving Net Promoter Score (NPS) 
  • Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Account Engagement) 

QUALIFICATIONS & REQUIREMENTS  

Formal Qualifications and Experience 

• Graduate in Sales, Engineering, MBA or similar with a strong sales talent and drive to sell

• Minimum of 5 years’ experience in working in a large scale B2B environment
• Relevant industry experience in technical, sales and general management
• Proven track record of successful sales growth and profitability

• Demonstrate excellent project / process management skills 
• Excellent communication skills in English, any other European language a valuable asset 

2. Specific Skills and Abilities  

• Ability to translate the strategy into actionable plans 

• Strong customer and result orientation 
• Strong negotiation, decision making skills and ability to get things done 
• Strong ability to monitor business analysis (data crunching, pricing, margin management, KPI) with a use of various tools  
• Ability to interact with a wide variety of stakeholders and externally, good understanding of matrix organization 
• Ability to quickly orientate across complex structure & matrix organization 

• Ability to quickly adapt to changing industry dynamics and redirecting efforts  
• Understanding of brand customers and what drives their development 
• Ability to drive growth in the area