Regional Account Manager

JOB ACCOUNTABILITIES:

Account strategy and Business development:

• Understand account economics and impact on the organization
• In co-operation with Global Account Director and the Account Team, develop / implement Global Value Proposition (GVP), Regional Account Strategy, Regional Account Plan
• Identify and plan initiatives & actions (also cross-functionally) within GVP and the Account Plan
• Cascade initiatives and actions to the local level (OAMs, Customer Service)
• Manage customer contracts (Supply Agreements, Service Levels)
• Support global / regional / local account plan activities
• Support local / regional teams in addressing any customer specific issues, when escalated to the regional or global level
• Gather and coordinate customer specific market intelligence and report to Global Account Directors and to Business Development Team

Account opportunities and Service level agreements:

• Support the Commercial Account Manager to analyze customer profitability and commercial leakages on regional level and recommend improvement actions
• Identify commercial opportunities (also cross-functional); propose and implement actions to capture benefits
• Identify, manage and execute pipeline of opportunities (leakages and growth opportunities) with support of process defined by the Commercial Excellence team
• Establish a strong process and monitoring to reach Working Capital target with the respective ATP plants, with support of Customer Excellence Service Scorecards developed by Commercial Excellence team
• Define and negotiate service levels agreements with support of the Global Account Director
• Establishing relevant KPIs to monitor compliance of the SLA (internal and external)
• Align service levels across ATP plants and across customer affiliates,
• Communicate agreed SLA across ATP plants and customer affiliates, establish and an escalation process for any deviations
• Supply customer with requested data, KPI measurements and statistics

Projects:

• Support Technical Account Manager’s team in co-ordination of the regional related projects
• Take leadership and manage specific account related projects
• Participate in projects and initiatives related to VOC initiatives
• Support the Commercial Account Manager in performing commercial analysis of projects and initiatives to identify and capture the best value for ATP and customer
• Lead a project relevant to the specific account (internal or external) in accordance to priorities defined by the Global Account Director

Account planning and reporting:

• Measure ATP performance and customer performance in line with defined KPI’s and service levels
• Consolidate regional forecast for the Account and play a lead role in regional CapaDem process as interface to Global Team and to Supply Chain management
• Consolidate performance reports for the Account. Provide management with regular status reports on performance vs. Account Plan / Budget
• Coordinate the budget forecast process for the assigned regions, proactively inform management on expected changes
• Regularly update account plan

JOB QUALIFICATIONS

• 2-4 years of leadership experience in a comparable environment
• Good knowledge of the packaging industry
• Good understanding of business processes, including sales, supply chain and customer service
• Strong sense of prioritization with the ability to quickly move from one task to another
• Strong analytical and commercial skills
• Project Management skills
• Key Account management experience
• The ability and experience to work with and manage people, along with leadership skills
• The ability to frequently travel internationally

Fluent English, second language is a plus according to the geographical location of the position and the customer geographical area of responsibility

Location Based : Pasuruan - Indonesia