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JOB PURPOSE
The Account Manager is expected to provide effective strategic and tactical sales direction and communication strategies to defend and retain existing business, improve profitability of existing business, and to develop new business opportunities within existing portfolio. This role is focused on the growth and retention of assigned accounts through share of wallet and developing and executing a long-term strategy. To ensure growth the incumbent will partner with the marketing and Commercial Excellence teams to build account plans for assigned accounts. The incumbent will partner with the Business Development Manager to take over new customer accounts and transition them to their stable accounts. Also critical to the role is the ability to negotiate and communicate effectively internally and externally across all levels of the organization.
JOB DIMENSION & SCOPE
Number & Type of Accounts: Mix of local, core or key accounts
Internal Stakeholder level involvement and impact: Medium and tactical
Budget Responsibility: 11 mln EUR
Geographic spread: Benelux
PRINCIPAL ACCOUNTABILITIES
- Identify comprehensive understanding of customer needs both long term and short term and drive opportunities aligned with Amcor portfolio
- Manage strategic growth plans for assigned accounts and develop plans
- Maintain and build strong relationships with key decision makers of assigned accounts. Identify key decision makers and influencers beyond purchasing (total enterprise) and craft relationship map to ensure strategic and tactical alignment
- Keep business plans and customer strategy up to date at all times using the specific Amcor Tools
- Collaborate closely with R&D, 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
- Align cross-functionally with customer to agree on sustainability and innovation paths forward
- Monitor business performance against target - both volume and margin and coordinate corrective actions to sales programs, if necessary, to achieve target commitments
- Understand the needs of your customers/prospects and be able to respond effectively with a plan of how to meet these and a value proposition according to value selling principles
- Set up the strategy and marketing orientation for the business, on short- and long-term basis
- Promote and actively drive use of salesforce.com, PMDB, ANPos and other aspects of ValuePlus
Qualifications & Requirements
- Formal Qualifications and Experience
- Graduate in Sales, Engineering, MBA or similar
- Minimum of 3 years of experience in working in a large scale B2B environment with a strong sales talent and drive to sell
- Relevant industry experience in sales (preferably from packaging or meat industry)
- Proven track record of successful sales growth and profitability
- Demonstrate excellent project / process management skills
- Specific Skills and Abilities
- Fluency in English, french and flemish are a plus
- 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
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