JOB DETAILSPosition Job Title: Key Account Manager East Coast - SpiritsBG and BU: Amcor Flexibles EMEA, BU Coffee, Petcare, Specialties & CapsulesFunction: SalesSub-Function: SalesLocation: Eastern USA and CanadaLine Manager's Job Title: Sales Director North AmericaAdvertising Legal Entity: Amcor American Canyon, LLCWork contract Legal Entity: Amcor American Canyon, LLCContract Type: PermanentJob PurposeAmcor 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 Key Account Manager is responsible for the development and management of assigned large to global 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 key accounts through share of wallet and developing and executing a long-term strategy.JOB DIMENSION & SCOPENumber & Type of Accounts: Key accounts and local accountsInternal Stakeholder level involvement and impact: Medium and strategicBudget Responsibility: 10-15 Million USDGeographic spread: Mainly East Coast USA and CanadaPRINCIPAL ACCOUNTABILITIESManaging key accounts to maximize revenues and profitability; monitor and report on critical KPI'sIdentify comprehensive understanding of customer needs both long term and short term, differentiate Amcor's products and services, and drive opportunities aligned with Amcor portfolioMaintain 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 alignmentKeep business plans and customer strategy up to date at all times using the specific Amcor ToolsAlign cross-functionally with customer to agree on sustainability and innovation paths forwardOrchestrate and lead key business negotiations, supporting Amcor's interests demonstrating an ability to influence decision and actionsManage local Sales resources in dote-line to implement account strategy and deliver expected growthMonitor business performance against targets - both volume and margin and coordinate corrective actions to sales programs, if necessary, to achieve target commitmentsCoordinate corrective actions to sales and marketing programs, if necessary, to achieve target commitmentsCollaborate closely with R&D, Marketing and Operations to ensure account strategies are implementedCollaborate closely with Operations and Supply Chain to ensure account demand accuracy by monitoring and analyzing dataPromote and actively drive use of salesforce.com, PMDB, ANPos and other aspects of Value Plus.QUALIFICATIONS & REQUIREMENTSFormal Qualifications and ExperienceGraduate in Sales, Engineering, MBA or similar with a strong sales talent and drive to sellExperience in the Packaging or Spirits industry preferableMinimum of 10 years' experience in working in a large scale B2B environmentRelevant industry experience in technical, sales and general managementProven track record of successful sales growth and profitabilityDemonstrate excellent project / process management skillsExcellent communication skills in English, any other European language a valuable assetSpecific Skills and AbilitiesAbility to translate the strategy into actionable plansStrong customer and result orientationStrong negotiation, decision making skills and ability to get things doneStrong ability to monitor business analysis (pricing, margin management, KPI) with a use of various tools such as Excel and Sales ForceAbility to interact with a wide variety of stakeholders and externally, good understanding of matrix organizationAbility to quickly orientate across complex structure & matrix organizationAbility to quickly adapt to changing industry dynamics and redirecting effortsUnderstanding of brand customers and what drives their developmentAbility to drive growth in the areaAmcor is a global leader in developing and producing responsible packaging solutions 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 supply chains through a range of flexible and rigid packaging, specialty cartons, closures, and services. The company is focused on making packaging that is increasingly lighter weight, recyclable and reusable, and made using an increasing amount of recycled content. In fiscal year 2022, 44,000 Amcor people generated $15 billion in annual sales from operations that span 220 locations in 43 countries. NYSE: AMCR; ASX: AMC
