Sr. Director, Global Key Account Sales

Sr. Director, Global Key Account Sales

Madrid, ES Winterbourne, GB Cumbria, GB Prague, CZ Dijon, FR Lugo, IT Zurich, CH Liverpool, GB Cramlington, GB Lodz, PL Bristol, GB Barcelona, ES Sligo, IE Lisbon, PT Swansea, GB Valencia, ES Ilkeston, GB Porto, PT Frankfurt, DE Turin, IT

About The Role

Sr. Director Global Key Account (GKA) Sales role is a strategic, leadership and operational role responsible for driving growth across assigned GKA. This global role will be responsible for the strategy, sales, growth, customer satisfaction, commercial profit delivery, and gross contributions within the assigned global key account by providing leadership, direction, and management for all global commercial aspects pertaining to their assigned scope. This includes leading select teams including Regional Key Account leaders and collaborating with BG/BU Sales & Marketing teams to define a global aspiration, develop and execute the strategy for the account, prioritize global leverage opportunities, meet the budget requirement and instil commercial excellence.

The position reports to the Senior Vice President, Global Sales and Marketing. The role will have substantial exposure to Amcor’s Sales and Management Leadership Team, as the Sales and Marketing Vice Presidents are vital stakeholders in achieving this aspiration.

Key Job Accountabilities

Strategy

• Develop a strategy and a cross BG and customer signed-off aspiration for the assigned global key account.
• Oversee development and management of account plans for the global key account
• Understand and develop relationships with key decision makers
• Establish strong and sustainable customer relationships; understand customer requirements and expectations (expressed and not expressed); and deliver unequalled value propositions, brand loyalty and value for our customers
• Create and strengthen proactive relationships with strategic/key account customers that result in win situations
• Define customer satisfaction KPI’s for global key account

Market / Customer Intelligence

• Proactively leverage the global Market & Customer Intelligence including deep knowledge of the competitive environment; trends, products, technologies, regulations and competitors. .
• Partner closely with other the commercial teams in each region to develop and put into action a cohesive approach to the market; sell in the global growth platforms

Achievement of sales, growth and contribution objectives:

• Facilitate the joint business planning between the GKA’s Senior Global Leadership team and the Amcor Global Account team building plans to deliver year on year value across identified dimensions (cost out, growth, sustainability, relationship) and oversee the governance model owning the process delivery.
• Establish, in conjunction with the BG Sales and Marketing teams, the sales, growth and margin targets as part of the operating plan and forecast processes with high degree of accuracy
• Monitor businesses performance against targets and coordinate corrective actions to sales programs and/or processes to achieve such sales targets
• Identify and execute continuous improvement initiatives to lower the sales cost and maximise overall contribution

Leadership

• Facilitate integrated/cross business decisions on sales and marketing (i.e. To optimize for “Amcor” not the individual business)
• Ensure consistent delivery of “One Amcor Way” as per the Value Plus Commercial Excellence Program
• Facilitate and model collaboration internally (globally, cross-functionally and cross-regionally) and with customers to execute on global innovation agenda with bias for customer delight and speedy commercialization
• Provide the senior management with regular business updates and course of action
• Implementation of commercial excellence programs and principles with the Sales team
• Model Amcor’s Values in all internal and external dealings, exhibiting desired behaviours and approaches in all business activities
• Coach, mentor, strengthen, and develop immediate team and wider talent

Qualifications/Requirements

Formal Education

• Degree in business, marketing, economics, engineering, or related field required.
• Advanced degree preferred

Experience

• Minimum of 15 years of progressive experience in a commercial of adjacent role in a complex industry (ideally food / healthcare packaging).
• International working experience
• A track record of delivering revenue and profit growth within the packaging industry with clear knowledge of the market, technologies, players and channels

Knowledge/Skills/Abilities/Behaviours

• Strong experience in strategic leadership
• Ability to operate within a matrix organization, influence stakeholders at multiple levels, and drive consensus within the organization and demonstrated success in cross-regional projects or initiatives
• Gains credibility and effectiveness trough deep segment/product and application knowledge, ensuring sales and margin growth quickly.
• Ability to operate successfully in a highly regulated environment
• Advanced business and financial acumen needed
• Excellent interpersonal and communication skills to interact effectively with senior internal stakeholders, customers and external parties
• Enterprise wide leadership: the ability to motivate, lead, and engage sales teams operating in a complex environment.
• Hands-on attitude

LI-Hybrid