Main job purpose is to develop and to implement accounts strategy, to interact with central buyer organization, R&D, Marketing and production site in order to strengthen our network.
Job Dimensions & Scope
Candidate will be accountable for managing in Italy three core accounts across Europe for S&C BU with dote-line management for one of those and potentially in charge of the business development in Spain.
Revenue to manage is 13 M€ with ambitious growth target within next 2 years (10%).
Implement and maintain sales strategy
Manage overall business portfolio to maximise revenues and profitability; monitor and report on critical KPI’s
Monitor sales performance KPI dashboard
Keep account plans and customer strategy up to date at all times using the specific Amcor Tools
Close coordination with R&D, Marketing and Operation to ensure account strategies are implemented (cross functional work)
Potentially develop business plan in Spain and start new business
Maintain relationships with BU’s top accounts and actively plan participation in customer calls and meetings of assigned accounts
Coordinate 3 Main core accounts by defining account strategy and implementing it
Support internal interface meeting to prepare core accounts negotiations and projects
Draft and improve proposals and contract terms for customers
Co-develop sales support tools and assist in building individual customer strategies
Achievement of sales and budget targets
Agree appropriate targets for each business that achieves section targets
Establish in conjunction with new business opportunities and targets : Developing new and profitable business for the company is a major asset for the successful candidate
Coordinate corrective actions to sales and marketing programs, if necessary, to achieve target commitments
Team & Organisation
Make each other successful; inspire and motivate colleagues in sales team to outperform
No surprises; communicate effectively and transparent using given Amcor tools and programs
Continuously develop own sales skills via individual development and / or group training
Regularly catch up with sales peers and manager on setting account strategies, develop value propositions, create account plans, proposal development, negotiation and service delivery
Major Challenges & Complexities
Candidate will have to interact on regular basis in order to coordinate accounts with following stakeholders :
Customers central and local organization
Sales promotion companies
Packaging Machine manufacturer
Regional Sales manager S&C
Sales Director S&C
Marketing Team S&C
Commercial Team S&C
Sales Executive Team S&C
R&D Team Members
Plant General Manager, Plant Commercial & Customer Service Manager
Major challenges will be to :
To quickly adapt to changing industry dynamics and redirect efforts
To manage performance and reach target
To set priority to deliver growth expectation
To coordinate local sales resource
Qualifications / Requirements
Formal Qualifications and Experience
Minimum 5 years of relevant sales experience with a first experience on core account management in a B2B environment and strong technical experience in (flexible) packaging industry is requested.
Graduate in Sales or Engineering with a strong inner talent and drive to sell
Specific Skills and Abilities
Fluent in Italian & English, Spanish is desirable
Business knowledge, esp. of the packaging industry
Strong customer focus
Strong negotiation, influencing and decision making skills
Ability to interact with a wide variety of cultures and functions both internally and externally
Amcor is a global leader in developing and producing responsible packaging for food, beverage, pharmaceutical, medical, home- and personal-care, and other products.
Amcor works with leading companies around the world to protect their products and the people who rely on them, differentiate brands, and improve value chains through a range of flexible and rigid packaging, specialty cartons, closures, and services.
The company is focused on making packaging that is increasingly light-weighted, recyclable and reusable, and made using a rising amount of recycled content.
Around 50,000 Amcor people generate US$13 billion in sales from operations that span about 250 locations in 40-plus countries. NYSE : AMCR; ASX : AMC
AMCOR FLEXIBLES EMEA
With more than 61 plants in 22 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.