Posted 1/10/19

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Account Manager - Buffalo Grove, Illinois

Job Description

Reports to:  Business Development Manager – Converter Laminates

Job Overview:  Account Manager – Converter & Technical Specialty role has a core focus in the food and healthcare markets through the converter channel and the overall industrial market. The role will leverage the lamination expertise and capabilities of the Americas by promoting specifications for the industrial market including those that service the converter customers that sell directly to the brand owners. These two identified markets demonstrate a significant growth area within Amcor and requires a self-motivated entrepreneur driven by end results.

Job Dimensions:

  • Works closely with Business Development Manager in role realignment tasks and responsibilities to develop and execute a North America (NA) converter/industrial strategy

  • Role has no direct reports

  • Ability to travel at least 50-60% of the time

Principal Accountabilities:

Strategy

  • Gain knowledge and develop a NA converter/industrial strategy through the tools provided in the Amcor Growth Opportunity Program (AGOP) process

  • Develop account strategies for new and existing converter accounts

  • Identify account needs and key buying factors beyond purchasing

  • Assess account opportunities, account trends and define aspirations

  • Identify key decision makers and influencers beyond purchasing and craft relationship plan

  • Develop and maintain action plan for how accounts will achieve targets, identify specific actions to improve earnings

Marketing

  • Through the AGOP process, work closely with R&D on new product launches, marketing to create unique value-propositions specific to Amcor's profit targets and sales growth in the focused markets

  • Responsible for market pulse movements and stay informed of competitive products, development and market dynamics affecting materials in this specific landscape

  • Support the identification of white spaces and growth segments, prioritization of the opportunities

  • Identify, monitor and communicate market and competitive trends

  • Gather and consolidate market intelligence on customers’ current and future needs, working with sales, marketing and technical community and constant monitoring of latest industry and competitive products and programs

  • Market feasibility studies

  • Recommendations on where to play and required multi-segment innovations, inputs into Strategic Plan

  • Actionable insights for sales and marketing teams

Sales

  • Engage with current and the identified customer target base to execute the sales goal/ deliverables as defined in the results in the AGOP process

  • Meets growth targets and sales quotas in assigned sales channels

  • Develops the process roadmap/template to further develop and exploit markets after initial entry collaborative market entry with strategic accounts

  • Creates uniquely positioned value with customers that can be leveraged within the end use market space to grow Amcor's position

  • Liaison between marketing, R&D and business leadership on strategic market specific growth initiatives as the voice of customer within the target space

  • Collaborates with Plant General Managers and R&D to achieve Value Plus targets for identified products as move-the-dot initiatives on portfolio

Major challenges & complexities:

  • Delivering measurable sales results on predictable timelines (to budget and stretch targets)

  • Navigating complex sales within large target accounts at multiple levels

  • Potential for channel conflicts in some areas such as Medical

  • Remaining focused on in-scope opportunities

Relationships:

INTERNAL:

  • Marketing

  • Research and Development

  • Sales

  • Operations

  • Internal suppliers

EXTERNAL:

  • Outside suppliers and allied industry partners

  • Converter customers                      


Qualifications/Requirements

Knowledge & Experience:

  • 3+ years previous experience in package engineering principles and the optimization of packaging systems including primary, secondary and tertiary packaging

  • Understands packaging costing and calculations affecting the overall total cost of ownership for customer packaging solutions

  • Strong sales/customer service skill set and business development experience is required

  • Understanding of the flexible manufacturing environment

  • A strong understanding of the flexible packaging supply chain complexities

  • Strong Computer Aptitude and/or Skills including experience with SAP, ERP Systems and Microsoft Office Products (Microsoft Office, Outlook, Excel, Word and PowerPoint)

  • Strong technical skills specific to flexible packaging

  • Experience with projects involving new packaging materials, formats, and filling equipment

Education & Certifications:

  • Bachelor’s Degree in Business Administration, Operations Management or related field required

Skills/Abilities/Behaviours:

  • Excellent organizational skills

  • Sense of urgency, able to prioritize and manage schedule to meet deadlines

  • Capable to motivate cross-functional stakeholders both within customer businesses, Amcor and at allied suppliers (equipment vendors, other packaging component vendors for rigid, paper, corrugate) toward desirable packaging outcomes

  • Able to monetize the value of alternative laminates for customers in creating a unique value proposition that is compelling for various stake holders within customer accounts

Why work at Amcor?

  • We value safety, integrity, collaboration, accountability and results and out performance

  • Amcor is a growing company which means career opportunities both locally and internationally

  • The environment is better off because of our leadership and products

  • We offer world class benefits including annual bonus opportunities; including various retirement savings/voluntary pension plans (vary depending on country)

  • We value diversity. With sites in over 40 countries around the world, you have the unique opportunity to work and grow with a multi-cultural team

    Qualified candidates contact Jennifer London https://www.linkedin.com/in/jenniferlondonamcor/