We are global, we are impacting the lives of millions every day, we are making a difference!
At Amcor we are inspired to change the packaging industry and are taking on the aspirational challenge to make all our products recyclable or reusable by 2025. Through our products and global footprint, we are in a unique position to truly make a difference in the packaging space. Our products impact the lives of millions of people across the globe every day from food, beverage, pharmaceutical, medical, home- and personal-care, and other essential products. Amcor is a thriving S&P 500 organisation listed both on the NYSE (AMCR) and ASX (AMC) with US$13 billion in sales. We have a proud history dating back to the 1860’s and come a long way from a single paper mill based in Melbourne to becoming the global leading packaging company. Today, Amcor is an international organisation empowering its 50,000 employees in over 40 countries and across 250 sites.
Will you be next to join our journey towards a more sustainable future? At Amcor we are always looking for talented and passionate individuals who are motivated to make a difference. Working at Amcor means you will have a unique opportunity to be a part of an organisation that is committed to providing sustainable packaging solutions. To find out more about our commitment to sustainability and about Amcor, visit www.amcor.com.
Job Description
1. Job Overview
The Regional Account Manager (RAM) – Healthcare, is the key contact for our strategic growth accounts in order to provide effective communication on strategies to defend and retain existing business, improve profitability of existing business, and to develop new healthcare business opportunities within the existing portfolio. The role is responsible for developing and executing strategy to defend existing share of wallet (SOW). The RAM - Healthcare role is focused on the growth of assigned accounts through executing a value + long-term strategy. To ensure growth; the individual will partner with the various internal functional teams to build successful account plans for assigned accounts which would include: market and competitive intelligence, insights into addressable spend, prioritizing opportunities for growth product positioning and value propositions, increasing bottom line performance along with alignment on sustainability and innovation paths and workplans to address any issues that keep the account from awarding Amcor top line growth.
2. Principal 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 while driving opportunities aligned with the Amcor portfolios
- Clearly understand the various accounts addressable packaging spend
- Manage 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. Targeting a minimum of at least 4 contact points throughout the organization with regular engagement (e.g., BU VP, Sales Director/Manager, Key Account Manager, Cross functional (e.g., Sustainability Strategy) and engagement mechanisms e.g., T2T, 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 customer to agree on sustainability and innovation paths forward
- Develop and drive execution of Account plan using Amcor Tools (i.e. Value Plus)
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
Account Handling
- Develop a competitive value-based price offering for customers based on a solid 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
- Build confidence and rapport with customers after handover from Business Development Manager in order to stabilize account
- Engage all account team members to deliver value to customer (Operations, Quality, Engineering, Supply Chain, Procurement, etc)
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 utilizing forecasting tools
- Drive accurate Sales forecasting in coordination with customer, supply chain, and planners
- Ensure timely collection of account 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 critical accounts 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, 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 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 sales, delivery and cash generation; 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
3. Job context
Challenges & Complexities
- Continue to grow already established markets and customers
- Defend and retain current business
- Influence teams / individuals without a solid line reporting structure
Internal Relationships
- Regional Sales and Marketing team
- General Managers
- Customer Service
- R&D and technical teams
- Procurement
- Finance
- Quality
- Account Manager network
- Operations
External Relationships
- Customers
- Suppliers
- Professional Associations
Expected Travel
- Travel is estimated at 65%
4. Job Dimensions & Performance Indicators (“What”)
Key deliverables and performance indicators
- Top Line Revenue growth through customer share of wallet expansion
- Profit margin enhancement
- Customer retention and relationship matrix management
- Improving Net Promoter Score (NPS) and utilize Voice of Customer tools
- Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Account Engagement)
- Execute a Value Plus strategic account plan to define and direct critical customer top and bottom line growth
5. Competencies ("How")
Leadership
All Leadership competencies are relevant especially the following key competencies for the role:
- Customer Focus
- Set priorities & Drive results (plans and aligns)
- Engages People & Teams
Values
Demonstrate Amcor’s Values and follow The Amcor Way…all 5 values that guide behavior.
5.2. Functional Competencies
Confident and driven Account Manager who is resilient, adaptable and embracing change. AM that is motivated by achievement, growth, and social contact.
- Creating options
- Building desire
- Satisfying the customer
- Managing and growing the customer
- Negotiation and Influencing
- Interpersonal Savvy
6. Qualifications/Requirements
Education:
Experience:
- Minimum of 3 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
- Proven willingness and capability to collaborate and engage with cross functional teams
Knowledge:
- Technically adept
- Possess a knowledge of the products, industry and competitive market that Amcor Rigid Packaging participates in
Skills:
Our Expectations
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
Equal Opportunity Employer/Minorities/Females/Disabled/Veterans/Sexual Orientation/Gender Identity
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 links "EEO is the and "EEO is the Law" Poster Supplement. 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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