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    Regional Account Manager - Hartford, CT, United States - Amcor

    Amcor
    Amcor Hartford, CT, United States

    1 week ago

    Amcor background
    Full time
    Description

    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.

    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.

    The Regional Account Manager (RAM) is the key contact for our West Coast region assigned accounts in order to provide effective strategic and tactical sales direction and communication strategies to defend and retain existing business, improve profitability of existing business, and to develop new business opportunities within the existing portfolio.

    The RAM role is focused on the growth of assigned key accounts through share of wallet and developing and executing a long-term strategy.

    To ensure growth the incumbent will partner with the marketing teams to build account plans for assigned accounts which would 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.

    The incumbent will partner with the Business Development Manager to take over new customer accounts and transition them to their stable accounts.

    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 account portfolio, drive any synergies and cross-key account initiatives
    Assess account opportunities, account trends and define aspirations both with existing customers and new customer
    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. BU VP, Sales Director/Manager, Key Account Manager, Cross functional (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 SME are identified and are deployed for immediate resolution of customer issues
    Develop and drive execution of Account plan using Amcor Tools (i.e. 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 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
    Build confidence and rapport with customer after handover from Business Development Manager in order to stabilize account
    Engage all account team members to deliver value to customer
    Deliver sales and profit targets by developing and maintaining an action plan for commercial success, using 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.
    Report and communicate current performance achievements
    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 to sales and delivery; Coordinate Executive Management, R&D, Marketing and other functions to support account
    Defend current business and retain all business
    Influence teams / individuals without a solid line reporting structure
    Regional Sales and Marketing team
    Customer Service
    Account Manager network
    Operations
    Expected Travel
    Travel is estimated at 50%


    AFNA:
    American with Disabilities Act (ADA)
    Job Dimensions & Performance Indicators ("What")
    Key deliverables and performance indicators
    Improving Net Promoter Score (NPS)
    Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Account Engagement)
    Confident and driven Account Manager who is resilient, adaptable and embracing change. Building desire
    Managing and growing the customer
    Bachelor's degree
    Minimum of 5 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


    Language:
    English

    #LI-Remote
    #We expect our people to be guided by The Amcor Way and demonstrate our Values every day to enable the business to win. Our customers grow and prosper from Amcor's quality, service, and innovation
    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, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please call and let us know the nature of your request and your contact information.

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