Key Account Manager

Overview

Accelerate the possible by joining a winning Amcor team that's transforming the packaging industry and improving lives around the world. 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 ever changing 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.

This role works directly with one of Amcor's Key Accounts. It provides tactical sales direction and communication strategies to defend existing business and gain new business. The individual will work with stakeholders and leadership to implement business and marketing plans for the assigned account. The role is focused on share of wallet growth for the key account.

• Geographic Scope: National or international North American region, depending on account
• Number of colleagues directly reporting to this job: 0
• Annual sales: $30 million or less (Actual sales may vary by job; to be filled in by recruiter on posting)
• Business Development: This role will work to unlock 10%+ Share Of Wallet growth annually

Drive for results:

• Ownership of key account, connecting Amcor's values of safety, collaboration, accountability, results & out performance into all aspects of the role.
• Support execution of account strategy as directed by leadership to maintain share of wallet and profitability and grow the account.
• Manage account complexities to support customer requirements and anticipate future needs.
• Assist in key business negotiations for new opportunities, supporting Amcor's interests and demonstrating the ability to influence decisions and actions.
• Learn about Amcor, our products, the industry and the competitive market.
• Deliver sales goals including profitable year-over-year growth for the assigned territory.

Relationship Management:

• Build relationships with customers based upon trust and respect.
• Build cross-functional relationships to support share of wallet growth strategies and support the commercialization and onboarding process with other key areas (internal and external).
• Ensure Amcor and the Key Account adhere to contractual commitments, including inventory management and management of quality and service KPIs.
• Network externally to become familiar with key influencers and collaborators within the industry, focusing on co-packers, machine suppliers, OEMs and industry associations.

Stakeholder Engagements:

• Coordinates Sales Management, R&D, Marketing and Field Service in support of validation trials and customer trials.
• Manages accounts receivable at acceptable levels with assistance from the credit department.
• Works with Strategic Marketing to understand focus areas to meet strategic unmet customer needs.
• Works with leadership on the implementation of defined strategy (technology, product management, commercial) for the market and targeted segments.

Reporting:

• Reports and communicates current performance achievements in terms of sales and marketing contribution to the business unit for monthly management reporting.
• Drives forecast accuracy for improved business results.
• Responsible for management of Account Planning, Pipeline management, profitability improvements, and churn management in the CRM tool.

• Proven track record of successful sales growth and profitability
• Experience with negotiations
• Understands price and profitability
• Ability to operate in a fast-paced environment, prioritizing tasks and key deliverables
• Solution-focuse…