Regional Account Manager, Healthcare

3 days ago

Dallas, Texas, United States Amcor Rigid Packaging Full time
Job Title: Regional Account Manager, Healthcare

Job Summary:

We are seeking a highly motivated and experienced Regional Account Manager to join our team in the Healthcare industry. As a Regional Account Manager, you will be responsible for developing and executing strategies to defend and retain existing business, improve profitability of existing business, and develop new healthcare business opportunities within the existing portfolio.

Key Responsibilities:

  • 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 while driving opportunities aligned with the Amcor portfolios
  • Clearly understand the various 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 customers
  • 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
  • Targeting a 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 Subject Matter Experts 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 customers based on a solid 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 customers after handover from Business Development Manager in order to stabilize account
  • Engage all account team members to deliver value to customer (Operations, Quality, Engineering, Supply Chain, Procurement, etc)
  • Drive for results
  • 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 utilizing forecasting tools
  • Drive accurate Sales forecasting in coordination with customer, supply chain, and planners
  • Ensure timely collection of account 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 critical accounts to include (e.g., senior leadership, procurement, engineering, quality, operations, sales management, support teams, key Amcor (global) contacts)

Requirements:

  • Bachelor's degree
  • Minimum of 3 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
  • Experience with negotiations; strong influencing and persuasion skills
  • Proven willingness and capability to collaborate and engage with cross functional teams

What We Offer:

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.

We verify the identity and employment authorization of individuals hired for employment in the United States.

When you join Amcor, you will have access to a comprehensive benefits and compensation package that includes:

  • Medical, dental and vision plans
  • Flexible time off, starting at 80 hours paid time per year for full-time salaried employees
  • Company-paid holidays starting at 9 days per year and may be slightly higher by location
  • Wellbeing program & Employee Assistance Program
  • Health Savings Account/Flexible Spending Account
  • Life insurance, AD&D, short-term & long-term disability, and voluntary accident disability benefits are available
  • Paid Parental Leave
  • Retirement Savings Plan with company match
  • Tuition Reimbursement (dependent upon approval)
  • Discretionary annual bonus program (initial eligibility dependent upon hire date)

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