JOB DETAILS
Position Job Title: Account Manager East Coast - Spirits
BG and BU: Amcor Flexibles EMEA, BU Capsules
Function: Sales
Sub-Function: Sales
Location: Eastern USA and Canada
Line Manager’s Job Title: Key Account Manager
Contract Type: Permanent
Job Purpose
Amcor Capsules supplies closures for the Wine and Spirits segments (screwcaps and capsules).
The division serves North American Customers predominantly from its St Cesaire Plant in Canada, as well from its finishing, trading and service Operations at American Canyon, California. Those Plants are supported and connected with the other Amcor Capsules Plants in France and in Chile to serve products not manufactured in North America. We are the market leader in North America with significant sales growth during last years and strong recognized brands like Stelvin®. Amcor is well recognised for its technical expertise, innovative packaging solutions and enhanced quality products. It provides strong technical support with its Field Technical Service teams. Building on the positive market dynamics, on its market leadership position and on the investments stream validated for North American capsules operations, North America is a strategic region for Global Capsules Business to deliver profitable growth in the future.
The Account Manager is responsible for the development and management of assigned spirits and wine accounts. The incumbent will provide effective strategic and tactical sales direction as well as communication strategies to defend and retain existing business, to develop new business opportunities within and beyond the existing portfolio, and to improve profitability of existing business. This role is focused on the growth and retention of assigned accounts through share of wallet and developing and executing a long-term strategy.
JOB DIMENSION & SCOPE
Number & Type of Accounts: Mix of local, core or business development
Internal Stakeholder level involvement and impact: Medium and strategic
Budget Responsibility: 5-20 Million USD
Geographic spread: Mainly East Coast USA or Canada
PRINCIPAL ACCOUNTABILITIES
Managing accounts to maximize revenues and profitability; monitor and report on critical KPI’s
Identify comprehensive understanding of customer needs both long term and short term, differentiate Amcor’s products and services, and drive opportunities aligned with Amcor portfolio
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
Align cross-functionally with customer to agree on sustainability and innovation paths forward
Orchestrate and lead key business negotiations, supporting Amcor’s interests demonstrating an ability to influence decision and actions
Manage local Sales resource in dote-line to implement account strategy and deliver expected growth
Monitor business performance against target - both volume and margin and coordinate corrective actions to sales programs, if necessary, to achieve target commitments
Coordinate corrective actions to sales and marketing programs, if necessary, to achieve target commitments
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 analyzing data
Promote and actively drive use of salesforce.com, PMDB, ANPos and other aspects of Value Plus.
QUALIFICATIONS & REQUIREMENTS
Formal Qualifications and Experience
University Degree, or similar with a strong sales talent and drive to sell
Minimum of 5 years’ 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
Demonstrate excellent project / process management skills
Excellent communication skills in English
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 (pricing, margin management, KPI) with a use of various tools such as Excel and Sales Force
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
