Job Description

You are responsible for directly managing head office communication and negotiations and also coordinating local crucial accounts negotiations through the regional sales teams. With significant opportunities for growth, it will be critical for the incumbent to set up a clearly defined long term strategic plan aligned to business’ capabilities. Also critical to the role is the ability to negotiate and communicate at a senior level within the customer.

• Engage Sales Team and manage overall business portfolio to maximize revenues and profitability
• Manage a team of direct reports (Account Managers) in the region. Coach and develop team to achieve targets and grow the accounts they are responsible for. Set goals with sales team and track progress using the appropriate KPIs
• Engage Sales Team and manage overall business portfolio to maximize revenues and profitability; monitor and report on critical KPI’s
• Set up the strategy and marketing orientation for the business, on short- and long-term basis
• Monitor business performance against target - both volume and margin and coordinate corrective actions to sales programs, if necessary, to achieve target commitments
• Maintain and build strong relationships with key decision makers internally and externally
• Keep business plans and strategy up to date at all times using the specific Amcor Tools
• Understand the needs of the customers and be able to respond effectively with a plan of how to meet these and a value proposition according to value selling principles
• Close coordination with R&D, Marketing and Operations to ensure account strategies are implemented
• May manage and develop strategic growth plans for assigned accounts

Required Knowledge, Skills, and Abilities

• Graduate in Sales, Engineering, MBA or similar
• Minimum 10 years relevant sales experience in a B2B environment and 5+ years in management with a broad geographic scope, with a strong sales talent and drive to sell
• Min. 3 years of experience in the packaging industry
• Strong results track record of delivering financial targets and growing business through excellence in sales management as well as continuous improvement and efficient cost management
• Demonstrated excellent project / process and people management skills
• Excellent communication skills in English, any other European language is a valuable asset
• Strong leadership and ability to drive growth through sales teams; superior coaching & influencing capabilities
• 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 (data crunching, pricing, margin management, KPI) with a use of various tools
• Ability to interact with a wide variety of stakeholders internally 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