Key Account Manager - Global Pharma
Amcor Flexibles, LLC, Charleston, WV, United States
Job Description
The Key Account Manager is responsible for the assigned global key accounts in the NA region; working closely with respective Global Account Managers to provide effective strategic and tactical sales direction as well as communication strategies to develop new business opportunities within and beyond the existing portfolio, to defend and retain the existing portfolio, and to improve profitability of existing business. This role is focused on the growth and retention of existing business with assigned key accounts and developing and executing a long‑term strategy
What you get to do
Geographic Scope:
National or international North American region, depending on account
Internal Stakeholder level involvement and impact:
Medium and strategic
Number & Type of Accounts: 3-8 key accounts
Number of colleagues directly reporting to this job:
0
Budget Responsibility:
$10-20M USD
Drive for results
Ownership of key account, connecting Amcor's values of safety, collaboration, accountability, results & outperformance into all aspects of role.
Execute account strategy as directed by leadership to maintain share of wallet and profitability, grow account.
Deliver sales goals including profitable year‑over‑year growth for assigned territory.
Manage account complexities to support customer requirements and anticipate future needs.
Orchestrate and support key business negotiations, supporting Amcor's interests demonstrating an ability to influence decision and actions.
Leverage knowledge of Amcor, our products, the industry and competitive market to enable the business to win.
Relationship management
Grow relationships with customers based upon trust and respect, enhancing the ability to have proactive & complex conversations.
Build collaborative relationships between Amcor and your account to include: leadership, marketing, R&D, with a view of enhancing sales initiatives and profitability while meeting customer needs.
Build and leverage cross‑functional relationships to support the share of wallet growth strategies as well as support the commercialization and onboarding process with other key areas (both internal and external).
Ensure Amcor and the Key Account adhere to contractual commitments. This includes inventory management, and management of quality and service key performance indicators.
Network externally to become familiar with key influencers and collaborators within the industry with a specific focus on co‑packers, machine suppliers, OEMs, industry associations.
Stakeholder engagements
Coordinates Sales Management, R&D, Marketing and Field Service in support of validation trials and customer trials.
Manages accounts receivable as acceptable levels with assistance from the credit department.
Work with Strategic Marketing to identify actions to meet strategic unmet customer needs.
With leader support, collaborate cross‑functionally on the implementation of defined strategy (technology, product management, commercial) for the market and targeted segments.
Reporting
Report and communicate current performance achievements in terms of sales and marketing contribution to the business unit for monthly management reporting.
Drive forecast accuracy for improved business results.
Recognizes competitive insights marketing strategies, pricing structures or product performance and communicates intelligence to stakeholders.
Responsible for the management of Account Planning, Pipeline management, profitability improvements, and churn management in CRM tool.
What we value
Proven track record of successful sales growth and profitability.
Experience with negotiations.
Understands price and profitability.
Ability to operate in fast paced environment, prioritizing tasks and key deliverables.
Solution focused mindset.
Results oriented attitude.
Strong project management skills, ability to delegate and drive meaningful results.
Business and financial acumen which would translate toward but is not limited to being able to understand P&Ls and building customer proposals.
Ability to reduce complexity, cultivate relationships and clearly articulate customer proposals, needs and strategy to internal stakeholders.
What we want from you
Bachelor's Degree.
10+ years relevant experience working in large scale B2B environment.
Pharmaceutical packaging experience highly preferred.
Experience in working in a large scale business-to-business environment.
Ability to travel domestically & internationally 60% of time.
Our expectations
Our people are engaged and developing as part of a high‑performing Amcor team.
Our customers grow and prosper from Amcor's quality, service, and innovation.
Our investors benefit from Amcor's consistent growth and superior returns.
The environment is better off because of Amcor's leadership and products.
Equal Opportunity Employer / Minorities / Females / Disabled / Veterans / Sexual Orientation / Gender Identity 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.
E-Verify We verify the identity and employment authorization of individuals hired for employment in the United States.
Compensation The starting salary for this position is expected to be between $129,200 to $161,500; however, base pay offered may vary within the full salary range $129,200 to $193,800 depending on job-related knowledge, skills, and experience. Base pay information is based on national averages and a geographic differential may be applied based on work location. Position may also be eligible for Amcor's Management Incentive Plan / Sales Incentive Plan, which is an annual bonus program based on business and individual performance, as well as medical coverage and other health and welfare benefits.
Benefits
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 8 days per year and may vary by location.
Wellbeing program & Employee Assistance Program.
Health Savings Account/Flexible Spending Account.
Life insurance, AD&D, short‑term & long‑term disability, and voluntary benefits.
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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What you get to do
Geographic Scope:
National or international North American region, depending on account
Internal Stakeholder level involvement and impact:
Medium and strategic
Number & Type of Accounts: 3-8 key accounts
Number of colleagues directly reporting to this job:
0
Budget Responsibility:
$10-20M USD
Drive for results
Ownership of key account, connecting Amcor's values of safety, collaboration, accountability, results & outperformance into all aspects of role.
Execute account strategy as directed by leadership to maintain share of wallet and profitability, grow account.
Deliver sales goals including profitable year‑over‑year growth for assigned territory.
Manage account complexities to support customer requirements and anticipate future needs.
Orchestrate and support key business negotiations, supporting Amcor's interests demonstrating an ability to influence decision and actions.
Leverage knowledge of Amcor, our products, the industry and competitive market to enable the business to win.
Relationship management
Grow relationships with customers based upon trust and respect, enhancing the ability to have proactive & complex conversations.
Build collaborative relationships between Amcor and your account to include: leadership, marketing, R&D, with a view of enhancing sales initiatives and profitability while meeting customer needs.
Build and leverage cross‑functional relationships to support the share of wallet growth strategies as well as support the commercialization and onboarding process with other key areas (both internal and external).
Ensure Amcor and the Key Account adhere to contractual commitments. This includes inventory management, and management of quality and service key performance indicators.
Network externally to become familiar with key influencers and collaborators within the industry with a specific focus on co‑packers, machine suppliers, OEMs, industry associations.
Stakeholder engagements
Coordinates Sales Management, R&D, Marketing and Field Service in support of validation trials and customer trials.
Manages accounts receivable as acceptable levels with assistance from the credit department.
Work with Strategic Marketing to identify actions to meet strategic unmet customer needs.
With leader support, collaborate cross‑functionally on the implementation of defined strategy (technology, product management, commercial) for the market and targeted segments.
Reporting
Report and communicate current performance achievements in terms of sales and marketing contribution to the business unit for monthly management reporting.
Drive forecast accuracy for improved business results.
Recognizes competitive insights marketing strategies, pricing structures or product performance and communicates intelligence to stakeholders.
Responsible for the management of Account Planning, Pipeline management, profitability improvements, and churn management in CRM tool.
What we value
Proven track record of successful sales growth and profitability.
Experience with negotiations.
Understands price and profitability.
Ability to operate in fast paced environment, prioritizing tasks and key deliverables.
Solution focused mindset.
Results oriented attitude.
Strong project management skills, ability to delegate and drive meaningful results.
Business and financial acumen which would translate toward but is not limited to being able to understand P&Ls and building customer proposals.
Ability to reduce complexity, cultivate relationships and clearly articulate customer proposals, needs and strategy to internal stakeholders.
What we want from you
Bachelor's Degree.
10+ years relevant experience working in large scale B2B environment.
Pharmaceutical packaging experience highly preferred.
Experience in working in a large scale business-to-business environment.
Ability to travel domestically & internationally 60% of time.
Our expectations
Our people are engaged and developing as part of a high‑performing Amcor team.
Our customers grow and prosper from Amcor's quality, service, and innovation.
Our investors benefit from Amcor's consistent growth and superior returns.
The environment is better off because of Amcor's leadership and products.
Equal Opportunity Employer / Minorities / Females / Disabled / Veterans / Sexual Orientation / Gender Identity 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.
E-Verify We verify the identity and employment authorization of individuals hired for employment in the United States.
Compensation The starting salary for this position is expected to be between $129,200 to $161,500; however, base pay offered may vary within the full salary range $129,200 to $193,800 depending on job-related knowledge, skills, and experience. Base pay information is based on national averages and a geographic differential may be applied based on work location. Position may also be eligible for Amcor's Management Incentive Plan / Sales Incentive Plan, which is an annual bonus program based on business and individual performance, as well as medical coverage and other health and welfare benefits.
Benefits
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 8 days per year and may vary by location.
Wellbeing program & Employee Assistance Program.
Health Savings Account/Flexible Spending Account.
Life insurance, AD&D, short‑term & long‑term disability, and voluntary benefits.
Paid Parental Leave.
Retirement Savings Plan with company match.
Tuition Reimbursement (dependent upon approval).
Discretionary annual bonus program (initial eligibility dependent upon hire date).
#J-18808-Ljbffr