Account Manager - Growth Accounts CP&S DACH

JOB DETAILS

Position Job Title:                  Account Manager - Growth Accounts CP&S DACH

BG and BU:                             Amcor Flexibles EMEA, CP&S BU

Function:                                Sales              

Sub-Function:                         Account Management

Location:                                Open location in Germany

Line Manager’s Job Title:       Sales Manager – Growth Accounts North Europe CP&S Team

Advertising Legal Entity:        Amcor Group GmbH, Zürich/Switzerland

Work contract Legal Entity:     Contract will be issued accordingly with legal requirements and legal entity of the hiring country

Contract Type:                        Permanent

JOB PURPOSE

The Account Manager CP&S (Coffee, Petcare and Specialties) is expected to provide effective strategic and tactical sales direction and communication strategies to defend, retain and grow existing business, improve profitability of existing business, and to develop new business opportunities within the 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 regional key accounts

Internal Stakeholder level involvement and impact: Medium and tactical

Budget Responsibility: ~12 MM

Geographic spread: Germany, Eastern Europe

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 analysing 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

1. Formal Qualifications and Experience

• Graduate in Sales, Engineering, MBA or similar
• Minimum of 5 years of experience in working in a large scale B2B environment with a strong sales talent and drive to sell
• Relevant industry experience in technical, sales and general management
• Proven track record of successful sales growth and profitability
• Demonstrate excellent project / process management skills
• Fluent in German and English as a mandatory, any Eastern European language a valuable asset.

2. Specific Skills and Abilities         

• 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

3. Amcor Leadership Framework

Drive Vision & Purpose

• Can identify personal meaning in contributing to the vision and strategy of Amcor.
• Is optimistic and supportive and contributes to their business environment.
• Is curious and is forward-looking.
• Understands and lives the Amcor Values.

Strategic Mindset

• Contributes to the practical planning of work processes.
• Understands and evaluates consequences of own decisions and actions.
• Thinks in terms of present problems and contributes to resolving them.
• Pays attention to trends and issues that may impact own work in the future.

Customer Focus 

• Knows who their internal and external customers are.
• Contributes with their actions to providing high quality services or products for their customers.
• Builds constructive relationships and maintains a professional network within and outside the organization.

Cultivates Innovation

• Creates new ideas or develops alternative ways to solve problems.
• Supports the continuous improvement of work methods and procedures.
• Welcomes input from others to develop and implement creative ideas.

Attracts & Develops Talent

• Shows personal commitment and acts to continuously improve and broaden own capabilities.
• Learns from new experiences, from others and from structured learning.
• Is recipient to feedback as well as provides feedback to others, shares own learnings and success stories.

Engages People & Teams

• Collaborates actively with others and cares about fellow team members.
• Tries to understand other points of view and acts in an inclusive manner.
• Shows personal commitment and engagement.
• Contributes actively to establishing a positive team morale. Demonstrates a willingness to get things done and to take responsibility.

About Amcor Flexibles Europe, Middle East & Africa (AFEMEA)

Amcor Limited (ASX: AMC; www.amcor.com) is a global leader in responsible packaging solutions, focusing on a broad range of flexible and rigid plastic packaging that enhances the products consumers use in everyday life, with 95 percent of its sales into the food, beverage, healthcare and tobacco industries.  The company employs more than 31,000 people worldwide, operating in 40-plus countries and across more than 190 sites.

With more than 50 plants in 18 countries, Amcor Flexibles Europe, Middle East and Africa (AFEMEA), a division of Amcor, is a market leader and the world's largest supplier of flexible packaging. We deliver innovative packaging solutions and provide enhanced quality products for the food, beverage, pharma, personal care, medical and industrial markets. Its award winning approach towards sustainability makes AFEMEA the preferred partner for customers looking for responsible packaging solutions.

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