Key Account Manager

At Amcor, we unpack possibility through our innovative and responsible packaging to provide solutions that benefit our customers, our people and our planet. More than 10,000 consumers worldwide encounter our products every second and rely on us for safe access to food, medicine and other goods. We value their trust by making safety our guiding principle. It's our core value and integral to how we do business.

Beyond this core principle, our shared values and behaviors unite us as we work together to elevate customers, shape lives and protect the future. We champion our customers and help them succeed. We play to win - adapting quickly in an everchanging world - and make smart choices to safeguard our business, our communities and the people we serve for generations to come. And we invest in our world-class team, empowering our colleagues to unpack their potential, because we believe when our people grow, so does our business.

To learn more about playing for Team Amcor, visitwww.amcor.comILinkedInIGlassdoorIFacebook IYouTube

The Key Account Manager is the key owner for assigned large / global key accounts in order to provide effective strategic and tactical sales direction and communication strategies to defend and retain existing business, to develop new business opportunities within and beyond the existing portfolio, and to improve profitability of existing business. The incumbent is responsible for developing and executing strategy to defend existing share of wallet, including use of ANPos tools. The KAM role is focused on the growth of assigned key accounts through share of wallet and developing and executing a long-term strategy. To ensure top and bottom-line growth they will partner with the marketing and lead generation teams to build account plans for assigned accounts which include market and competitive intelligence, insights into addressable spend, prioritized opportunities for growth product positioning and value propositions, alignment on sustainability and innovation paths, and workplans to address any issues that keep the account from awarding Amcor additional SOW.

Principle Accountabilities:

Develop and maintain account strategy

• Identify comprehensive understanding of customer needs both long term and short term, differentiate and sell the value of Amcor's products and services, and drive opportunities aligned with Amcor portfolio
• Clearly understand accounts addressable packaging spend
• Manage key account portfolio, drive any synergies and cross-key account initiatives
• Assess account opportunities, account trends and define aspirations both with existing customers and new customers
• Proactively drive customer relationship (e.g. multi-level and multi-functional relationships) to get exposure to customer strategy, opportunities and manage any issues (e.g. commercial and technical) are correctly identified and quickly addressed. Minimum of at least 4 contact points throughout the organization with regular engagement (e.g. BU VP, Sales Director/Manager, Finance Manager, Cross functional (e.g. Sustainability Strategy) and engagement mechanisms e.g. T2T, BRAD, Innovation & Sustainability Workshops)
• Identify existing business at risk and implement measures to retain. Escalate if support is needed to Sales Manager or Sales Director (with specific direction on what is required)
• Develop and execute a time plan for key customer engagements: regular customer visits, monthly reviews, Quarterly business and Quality reviews
• Ensure that resources within Amcor or other Subject Matter Experts are identified and are deployed for immediate resolution of customer issues
• Align cross-functionally with customers to agree on sustainability and innovation paths forward
• Develop and drive execution of Account plan using Amcor Tools (i.e. Value Plus)
• Utilize PMDB and other tools to assess and drive profitable growth including bottom dot assessments and implementation through coordination of the account team.

Account Demand Management

• Request monthly demand from customers or conduct demand by historical data of customer, working with Operations and Supply Chain to ensure account demand accuracy by monitoring and analyzing data.
• Update forecasts and sales outlook on a monthly basis.
• Coordinate team efforts across customer designated fillers (CMO's) and engage in communications either directly or thru assigned CMO account manager

Account Handling

• Develop a competitive value-based price offering for customer based on account strategy
• Using PMDB and Competitive intelligence, find opportunities to address profit leakers and increase value for Amcor.
• Manage and communicate account information to concerned areas
• Engage all account team members to deliver value to customer

Drive for results

• Deliver sales and profit targets by developing and maintaining an action plan for commercial success, using salesforce.com for all actions and sales funnel activities
• Develop and maintain action plan for how key accounts will achieve targets, identify specific actions to achieve
• Follow a commercial courageous approach with (potential) customers and risk appetite to grow key account portfolio (e.g. business acumen in negotiations)
• Conduct systematic performance reviews with accounts
• Orchestrate and lead key business negotiations, supporting Amcor's interests demonstrating an ability to influence decision and actions

Account Budget Planning

• Set up Operating Plan (Sales and profitability targets) for Accounts
• Drive accurate Sales forecasting in coordination with customer, supply chain, and planners
• Ensure timely collection of receivables in coordination with Finance and Supply chain

Relationship Management

• Identify key decision makers and influencers beyond purchasing (total enterprise) and craft relationship map to ensure strategic and tactical alignment as well as enhancing sales initiatives
• Build highly collaborative relationships between Amcor and key account/s to include (e.g. senior leadership, procurement, engineering, quality, operations, sales management, support teams, key Amcor (global) contacts)

Adherence with sales systems

• Promote and actively drive use of salesforce.com, PMDB, ANPos and other aspects of ValuePlus
• Follow and improve own areas of responsibility to be in line with the required standards as set forth by ISO and OHSAS organizations
• Report and communicate current performance achievements

Cross functional

• Demonstrate leadership and build highly collaborative relationships between Key Account(s) and Amcor with cross functional teams (incl. senior leadership, procurement, engineering, quality, operations, sales management, support teams, key Amcor global contacts, etc.)
• Manage projects from concept through to sales and delivery; identify and align resources required to execute
• Coordinate Executive Management, R&D, Marketing and other functions to support account
• Be the voice of the customer inside Amcor articulating customer needs, timelines, priorities, insights

Qualifications:

Education:

• Bachelor's degree
• Master's in Marketing or Business Management preferred

Experience:

• Minimum of 5-7 years of 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
• Experience with negotiations; strong influencing and persuasion skills

We expect our people to be guided by The Amcor Way and demonstrate our Values every day to enable the business to win. We are winning when:

• Our people are engaged and developing as part of a high-performing Amcor team
• Our customers grow and prosper from Amcor's quality, service, and innovation
• Our investors benefit from Amcor's consistent growth and superior returns
• The environment is better off because of Amcor's leadership and products

Amcor is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

If you would like more information about your EEO rights as an applicant under the law, please click on the "Know Your Rights: Workplace Discrimination is Illegal" Poster. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please call 224-313-7000 and let us know the nature of your request and your contact information.

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When you join Amcor, you will have access to a comprehensive benefits and compensation package that includes:

• Medical, dental and vision plans

• Flexible time off, starting at 80 hours paid time per year for full-time salaried employees

• Company-paid holidays starting at 8 days per year and may vary by location

• Wellbeing program & Employee Assistance Program

• Health Savings Account/Flexible Spending Account

• Life insurance, AD&D, short-term & long-term disability, and voluntary benefits

• Paid Parental Leave

• Retirement Savings Plan with company match

• Tuition Reimbursement (dependent upon approval)

• Discretionary annual bonus program (initial eligibility dependent upon hire date)