What are the responsibilities and job description for the Regional Account Manager position at Amcor?
Main Responsibility
Account Management
- Maintaining & expanding our customer base with support from internal functions and business partners
- Identify improvements (through Voice of Customer insight); develop and deliver improvement plans, working in association with other ASC stakeholders
- Align service levels across ASC plants and across customer affiliates
- Develop indicators and drive the business to improve supply performance, cost and working capital together with increasing customer satisfaction.
- Analyze and understand the value chain including customers, consumers and competitive environment
- Identify and analyse new business opportunities within respected country , propose market entrance strategy; customers/ product categories / market segments/ new territory expansion
- Contribute to the development and lead local execution of ASC Asia Sales Business Development Strategy
- Participation in a defined Key Account Team, responsible for plan execution and fulfillment of the Global Account Plan as it applies to the Asia region
- In co-operation with the RAM/ Global Account Team, develop / implement Global Value Proposition (GVP), Regional Account Strategy and Regional Account Plan
- Understanding the customers buying process with a view to influence same
- Maintaining and increasing sales of the full breath of the ASC packaging solutions portfolio towards end users through various routes to market and meeting targets (Global Account Team- and self-imposed)
- Work closely with the Innovations team to ensure Customer contacts are aware of key innovations and Amcor capabilities, that they see clearly the value propositions associated ith these, and that they provide insight into their brand plans, with this intelligence fed back to the appropriate channels within ASC
- Identify commercial opportunities (including cross-functional); propose and implement actions to capture benefits
- Work with Global Account Team in aligning pricing, contract and service strategies
Performance Management
- Continuous review of market performance versus annual plan - monthly performance dashboard to track progress
- Analyze customer profitability and commercial leakages on regional level and recommend/follow-up on improvement actions
- Measure Business Group performance and customer performance in line with defined KPI’s and service levels
- Consolidate performance reports for the Account. Provide management with regular status reports on performance vs. Account Plan / Budget
- Proactively inform management on expected changes to Account Plan / Budget / Forecast
- Regularly update Global Account Plan, and develop/deliver action plans to address areas of under performance
Business Development
- Hunt and prospect new customers and drive new business opportunities aligned with Amcor portfolio
- Understanding the customers buying process with a view to influence to become eventual prospects for commercialization
- Identify new business opportunities and establish relationships - including to win new markets, growth areas, trends, customers, products and services
- Fully understand ASC portfolio, capability and technology, identify value propositions, define competitive business model and to develop a winning solutions to bring Amcor to new customers
- Lead in the development, preparation and completion of customer contracts, define service levels and negotiate service level agreements (Supply and Service Level Agreements)
- Update and maintain the Sales Force inputs
- Identify business model of trading/import and export of ASC product portfolio
- Support/develop/lead business and products presentation to new customer prospects of Amcor portfolio
Work Location
this position required in Pasuruan