Regional Account Manager
3 weeks ago
**We are global, we are impacting the lives of millions every day, we are making a difference**:
At Amcor we are inspired to change the packaging industry and are taking on the aspirational challenge to make all our products recyclable or reusable by 2025. Through our products and global footprint, we are in a unique position to truly make a difference in the packaging space. 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.
**1. Job Overview**
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 incumbent is responsible for developing and executing strategy to defend existing share of wallet (SOW). 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.
**2. Principal Accountabilities**
**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. Minimum of at least 4 contact points throughout the organization with regular engagement (e.g. BU VP, Sales Director/Manager, Key Account Manager, Cross functional (e.g. Sustainability Strategy) and engagement mechanisms 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
- Align cross-functionally with customer to agree on sustainability and innovation paths forward
- Develop and drive execution of Account plan using Amcor Tools (i.e. Value Plus)
**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
**Drive for results**
- 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 dem
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