Heniff Transportation Systems
Regional Account Manager - Distribution
Heniff Transportation Systems, Hartford, Connecticut, us, 06112
We are global, we are impacting the lives of millions every day, we are making a difference!
At Amcor we are inspired to change the packaging industry and are taking on the aspirational challenge to make all our products recyclable or reusable by 2025. Through our products and global footprint, we are in a unique position to truly make a difference in the packaging space. Our products impact the lives of millions of people across the globe every day from food, beverage, pharmaceutical, medical, home- and personal-care, and other essential products. Amcor is a thriving S&P 500 organisation listed both on the NYSE (AMCR) and ASX (AMC) with US$13 billion in sales. We have a proud history dating back to the 1860’s and come a long way from a single paper mill based in Melbourne to becoming the global leading packaging company. Today, Amcor is an international organisation empowering its 50,000 employees in over 40 countries and across 250 sites.Will you be next to join our journey towards a more sustainable future?
At Amcor we are always looking for talented and passionate individuals who are motivated to make a difference. Working at Amcor means you will have a unique opportunity to be a part of an organisation that is committed to providing sustainable packaging solutions. To find out more about our commitment to sustainability and about Amcor, visit www.amcor.com.Job Description
1. Job OverviewThe Regional Account Manager (RAM) is the key contact for our Northeast region assigned accounts in order to provide effective strategic and tactical sales direction and communication strategies to defend and retain existing business, improve profitability of existing business, and to develop new business opportunities within the existing portfolio. The incumbent is responsible for developing and executing strategy to defend existing share of wallet (SOW). The RAM role is focused on the growth of assigned key accounts through share of wallet and developing and executing a long-term strategy. To ensure growth the incumbent will partner with the marketing teams to build account plans for assigned accounts which would include: market and competitive intelligence, insights into addressable spend, prioritized opportunities for growth product positioning and value propositions, alignment on sustainability and innovation paths, and workplans to address any issues that keep the account from awarding Amcor additional SOW. The incumbent will partner with the Business Development Manager to take over new customer accounts and transition them to their stable accounts.2. Principal AccountabilitiesDevelop and maintain account strategyIdentify comprehensive understanding of customer needs both long term and short term, differentiate and sell the value of Amcor’s products and services, and drive opportunities aligned with Amcor portfolioClearly understand accounts addressable packaging spendManage account portfolio, drive any synergies and cross-key account initiativesAssess account opportunities, account trends and define aspirations both with existing customers and new customerProactively drive customer relationship (e.g. multi-level and multi-functional relationships) to get exposure to customer strategy, opportunities and manage any issues (e.g. commercial and technical) are correctly identified and quickly addressed. Minimum of at least 4 contact points throughout the organization with regular engagement (e.g. BU VP, Sales Director/Manager, Key Account Manager, Cross functional (e.g. Sustainability Strategy) and engagement mechanisms e.g. T2T, Innovation & Sustainability Workshops)Identify existing business at risk and implement measures to retain. Escalate if support is needed to Sales Manager or Sales Director (with specific direction on what is required)Develop and execute a time plan for key customer engagements: regular customer visits, monthly reviews, Quarterly business and Quality reviewsEnsure that resources within Amcor or other SME are identified and are deployed for immediate resolution of customer issuesAlign cross-functionally with customer to agree on sustainability and innovation paths forwardDevelop and drive execution of Account plan using Amcor Tools (i.e. Value Plus)Account Demand ManagementRequest monthly demand from customers or conduct demand by historical data of customer, working with Operations and Supply Chain to ensure account demand accuracy by monitoring and analyzing dataAccount HandlingDevelop a competitive value-based price offering for customer based on account strategyUsing PMDB and Competitive intelligence, find opportunities to address profit leakers and increase value for Amcor.Manage and communicate account information to concerned areasBuild confidence and rapport with customer after handover from Business Development Manager in order to stabilize accountEngage all account team members to deliver value to customerDrive for resultsDeliver sales and profit targets by developing and maintaining an action plan for commercial success, using salesforce.com for all actions and sales funnel activitiesDevelop and maintain action plan for how key accounts will achieve targets, identify specific actions to achieveFollow a commercial courageous approach with (potential) customers and risk appetite to grow key account portfolio (e.g. business acumen in negotiations)Conduct systematic performance reviews with accountsOrchestrate and lead key business negotiations, supporting Amcor’s interests demonstrating an ability to influence decision and actionsAccount Budget PlanningSet up Operating Plan (Sales and profitability targets) for AccountsDrive accurate Sales forecasting in coordination with customer, supply chain, and plannersEnsure timely collection of receivables in coordination with Finance and Supply chainRelationship ManagementIdentify key decision makers and influencers beyond purchasing (total enterprise) and craft relationship map to ensure strategic and tactical alignment as well as enhancing sales initiativesBuild highly collaborative relationships between Amcor and key account/s to include (e.g. senior leadership, procurement, engineering, quality, operations, sales management, support teams, key Amcor (global) contacts)Adherence with sales systemsPromote and actively drive use of salesforce.com, PMDB, and other aspects of ValuePlusFollow and improve own areas of responsibility to be in line with the required standards as set forth by ISO and OHSAS organizationsReport and communicate current performance achievementsCross functionalDemonstrate leadership and build highly collaborative relationships between Account(s) and Amcor with cross functional teams (incl. senior leadership, procurement, engineering, quality, operations, sales management, support teams, key Amcor global contacts, etc.)Manage projects from concept through to sales and delivery; identify and align resources required to executeCoordinate Executive Management, R&D, Marketing and other functions to support accountBe the voice of the customer inside Amcor articulating customer needs, timelines, priorities, insights3. Job contextChallenges & ComplexitiesContinue to grow already established marketsDefend current business and retain all businessInfluence teams / individuals without a solid line reporting structureInternal RelationshipsRegional Sales and Marketing teamGeneral ManagersCustomer ServiceR&D and technical teamsProcurementFinanceAccount Manager networkOperationsExternal RelationshipsCustomersSuppliersProfessional AssociationsExpected TravelTravel is estimated at 50%Physical Conditions
(to be adapted to regional legislative requirements)E.g. AFNA: American with Disabilities Act (ADA)4. Job Dimensions & Performance Indicators (“What”)Key deliverables and performance indicatorsRevenue growth through customer share of wallet expansionProfit marginCustomer retentionImproving Net Promoter Score (NPS)Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Account Engagement)5. Competencies (“How”)5.1 Amcor Leadership FrameworkLeadershipAll Leadership competencies are relevant especially the following key competencies for the role:Customer FocusSet priorities & Drive results (plans and aligns)ValuesDemonstrate Amcor’s Values and follow The Amcor Way.5.2. Functional CompetenciesConfident and driven Account Manager who is resilient, adaptable and embracing change. AM that is motivated by achievement, growth, and social contact.Creating optionsBuilding desireSatisfying the customerManaging and growing the customerNegotiation and InfluencingInterpersonal Savvy6. Qualifications/RequirementsEducation:Bachelor’s degreeExperience:Minimum of 5 years of experience in working in a large scale B2B environmentRelevant industry experience in technical, sales and general managementProven track record of successful sales growth and profitabilityExperience with negotiations; strong influencing and persuasion skillsKnowledge:Technically adeptPossess a detailed knowledge of Amcor, the products, the industry and competitive marketSkills:Language: English
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At Amcor we are inspired to change the packaging industry and are taking on the aspirational challenge to make all our products recyclable or reusable by 2025. Through our products and global footprint, we are in a unique position to truly make a difference in the packaging space. Our products impact the lives of millions of people across the globe every day from food, beverage, pharmaceutical, medical, home- and personal-care, and other essential products. Amcor is a thriving S&P 500 organisation listed both on the NYSE (AMCR) and ASX (AMC) with US$13 billion in sales. We have a proud history dating back to the 1860’s and come a long way from a single paper mill based in Melbourne to becoming the global leading packaging company. Today, Amcor is an international organisation empowering its 50,000 employees in over 40 countries and across 250 sites.Will you be next to join our journey towards a more sustainable future?
At Amcor we are always looking for talented and passionate individuals who are motivated to make a difference. Working at Amcor means you will have a unique opportunity to be a part of an organisation that is committed to providing sustainable packaging solutions. To find out more about our commitment to sustainability and about Amcor, visit www.amcor.com.Job Description
1. Job OverviewThe Regional Account Manager (RAM) is the key contact for our Northeast region assigned accounts in order to provide effective strategic and tactical sales direction and communication strategies to defend and retain existing business, improve profitability of existing business, and to develop new business opportunities within the existing portfolio. The incumbent is responsible for developing and executing strategy to defend existing share of wallet (SOW). The RAM role is focused on the growth of assigned key accounts through share of wallet and developing and executing a long-term strategy. To ensure growth the incumbent will partner with the marketing teams to build account plans for assigned accounts which would include: market and competitive intelligence, insights into addressable spend, prioritized opportunities for growth product positioning and value propositions, alignment on sustainability and innovation paths, and workplans to address any issues that keep the account from awarding Amcor additional SOW. The incumbent will partner with the Business Development Manager to take over new customer accounts and transition them to their stable accounts.2. Principal AccountabilitiesDevelop and maintain account strategyIdentify comprehensive understanding of customer needs both long term and short term, differentiate and sell the value of Amcor’s products and services, and drive opportunities aligned with Amcor portfolioClearly understand accounts addressable packaging spendManage account portfolio, drive any synergies and cross-key account initiativesAssess account opportunities, account trends and define aspirations both with existing customers and new customerProactively drive customer relationship (e.g. multi-level and multi-functional relationships) to get exposure to customer strategy, opportunities and manage any issues (e.g. commercial and technical) are correctly identified and quickly addressed. Minimum of at least 4 contact points throughout the organization with regular engagement (e.g. BU VP, Sales Director/Manager, Key Account Manager, Cross functional (e.g. Sustainability Strategy) and engagement mechanisms e.g. T2T, Innovation & Sustainability Workshops)Identify existing business at risk and implement measures to retain. Escalate if support is needed to Sales Manager or Sales Director (with specific direction on what is required)Develop and execute a time plan for key customer engagements: regular customer visits, monthly reviews, Quarterly business and Quality reviewsEnsure that resources within Amcor or other SME are identified and are deployed for immediate resolution of customer issuesAlign cross-functionally with customer to agree on sustainability and innovation paths forwardDevelop and drive execution of Account plan using Amcor Tools (i.e. Value Plus)Account Demand ManagementRequest monthly demand from customers or conduct demand by historical data of customer, working with Operations and Supply Chain to ensure account demand accuracy by monitoring and analyzing dataAccount HandlingDevelop a competitive value-based price offering for customer based on account strategyUsing PMDB and Competitive intelligence, find opportunities to address profit leakers and increase value for Amcor.Manage and communicate account information to concerned areasBuild confidence and rapport with customer after handover from Business Development Manager in order to stabilize accountEngage all account team members to deliver value to customerDrive for resultsDeliver sales and profit targets by developing and maintaining an action plan for commercial success, using salesforce.com for all actions and sales funnel activitiesDevelop and maintain action plan for how key accounts will achieve targets, identify specific actions to achieveFollow a commercial courageous approach with (potential) customers and risk appetite to grow key account portfolio (e.g. business acumen in negotiations)Conduct systematic performance reviews with accountsOrchestrate and lead key business negotiations, supporting Amcor’s interests demonstrating an ability to influence decision and actionsAccount Budget PlanningSet up Operating Plan (Sales and profitability targets) for AccountsDrive accurate Sales forecasting in coordination with customer, supply chain, and plannersEnsure timely collection of receivables in coordination with Finance and Supply chainRelationship ManagementIdentify key decision makers and influencers beyond purchasing (total enterprise) and craft relationship map to ensure strategic and tactical alignment as well as enhancing sales initiativesBuild highly collaborative relationships between Amcor and key account/s to include (e.g. senior leadership, procurement, engineering, quality, operations, sales management, support teams, key Amcor (global) contacts)Adherence with sales systemsPromote and actively drive use of salesforce.com, PMDB, and other aspects of ValuePlusFollow and improve own areas of responsibility to be in line with the required standards as set forth by ISO and OHSAS organizationsReport and communicate current performance achievementsCross functionalDemonstrate leadership and build highly collaborative relationships between Account(s) and Amcor with cross functional teams (incl. senior leadership, procurement, engineering, quality, operations, sales management, support teams, key Amcor global contacts, etc.)Manage projects from concept through to sales and delivery; identify and align resources required to executeCoordinate Executive Management, R&D, Marketing and other functions to support accountBe the voice of the customer inside Amcor articulating customer needs, timelines, priorities, insights3. Job contextChallenges & ComplexitiesContinue to grow already established marketsDefend current business and retain all businessInfluence teams / individuals without a solid line reporting structureInternal RelationshipsRegional Sales and Marketing teamGeneral ManagersCustomer ServiceR&D and technical teamsProcurementFinanceAccount Manager networkOperationsExternal RelationshipsCustomersSuppliersProfessional AssociationsExpected TravelTravel is estimated at 50%Physical Conditions
(to be adapted to regional legislative requirements)E.g. AFNA: American with Disabilities Act (ADA)4. Job Dimensions & Performance Indicators (“What”)Key deliverables and performance indicatorsRevenue growth through customer share of wallet expansionProfit marginCustomer retentionImproving Net Promoter Score (NPS)Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Account Engagement)5. Competencies (“How”)5.1 Amcor Leadership FrameworkLeadershipAll Leadership competencies are relevant especially the following key competencies for the role:Customer FocusSet priorities & Drive results (plans and aligns)ValuesDemonstrate Amcor’s Values and follow The Amcor Way.5.2. Functional CompetenciesConfident and driven Account Manager who is resilient, adaptable and embracing change. AM that is motivated by achievement, growth, and social contact.Creating optionsBuilding desireSatisfying the customerManaging and growing the customerNegotiation and InfluencingInterpersonal Savvy6. Qualifications/RequirementsEducation:Bachelor’s degreeExperience:Minimum of 5 years of experience in working in a large scale B2B environmentRelevant industry experience in technical, sales and general managementProven track record of successful sales growth and profitabilityExperience with negotiations; strong influencing and persuasion skillsKnowledge:Technically adeptPossess a detailed knowledge of Amcor, the products, the industry and competitive marketSkills:Language: English
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