Regional Account Manager - Healthcare

San Francisco, CA, United States

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 Overview

The Regional Account Manager (RAM) - Healthcare, is the key contact for our strategic growth accounts in order to provide effective communication on strategies to defend and retain existing business, improve profitability of existing business, and to develop new healthcare business opportunities within the existing portfolio. The role is responsible for developing and executing strategy to defend existing share of wallet (SOW). The RAM - Healthcare role is focused on the growth of assigned accounts through executing a value + long-term strategy. To ensure growth; the individual will partner with the various internal functional teams to build successful account plans for assigned accounts which would include: market and competitive intelligence, insights into addressable spend, prioritizing opportunities for growth product positioning and value propositions, increasing bottom line performance along with alignment on sustainability and innovation paths and workplans to address any issues that keep the account from awarding Amcor top line growth.

2. Principal Accountabilities

Develop and maintain account strategy

Identify comprehensive understanding of customer needs both long term and short term, differentiate and sell the value of Amcor's products and services while driving opportunities aligned with the Amcor portfolios

Clearly understand the various accounts addressable packaging spend

Manage account portfolio, drive any synergies and cross-key account initiatives

Assess account opportunities, account trends, and define aspirations both with existing customers and new customers.

Proactively 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. Targeting a 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 reviews

Ensure that resources within Amcor or other Subject Matter Experts are identified and are deployed for immediate resolution of customer issues

Align cross-functionally with customer to agree on sustainability and innovation paths forward

Develop and drive execution of Account plan using Amcor Tools (i.e. Value Plus)

Account Demand Management Request 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 data

Account Handling Develop a competitive value-based price offering for customers based on a solid account strategy

Using PMDB and Competitive intelligence, find opportunities to address profit leakers and increase value for Amcor.

Manage and communicate account information to concerned areas

Build confidence and rapport with customers after handover from Business Development Manager in order to stabilize account

Engage all account team members to deliver value to customer (Operations, Quality, Engineering, Supply Chain, Procurement, etc)

Drive for results Deliver sales and profit targets by developing and maintaining an action plan for commercial success, using salesforce.com for all actions and sales funnel activities

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

Follow 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 accounts

Orchestrate and lead key business negotiations, supporting Amcor's interests demonstrating an ability to influence decision and actions

Account Budget Planning Set up Operating Plan (Sales and profitability targets) for Accounts utilizing forecasting tools

Drive accurate Sales forecasting in coordination with customer, supply chain, and planners

Ensure timely collection of account receivables in coordination with Finance and Supply chain

Relationship Management Identify key decision makers and influencers beyond purchasing (total enterprise) and craft relationship map to ensure strategic and tactical alignment as well as enhancing sales initiatives

Build highly collaborative relationships between Amcor and critical accounts to include (e.g., senior leadership, procurement, engineering, quality, operations, sales management, support teams, key Amcor (global) contacts)

Adherence with sales systems Promote and actively drive use of salesforce.com, PMDB, and other aspects of ValuePlus

Follow and improve own areas of responsibility to be in line with the required standards as set forth by ISO and OHSAS organizations

Report and communicate current performance achievements

Cross functional Demonstrate 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 sales, delivery and cash generatrion; identify and align resources required to execute

Coordinate Executive Management, R&D, Marketing and other functions to support account

Be the voice of the customer inside Amcor articulating customer needs, timelines, priorities, insights

3. Job context

Challenges & Complexities Continue to grow already established markets and customers

Defend and retain current business

Influence teams / individuals without a solid line reporting structure

Internal Relationships Regional Sales and Marketing team

General Managers

Customer Service

R&D and technical teams

Procurement

Finance

Quality

Account Manager network

Operations

External Relationships Customers

Suppliers

Professional Associations

Expected Travel Travel is estimated at 65%

4. Job Dimensions & Performance Indicators ("What")

Key deliverables and performance indicators Top Line Revenue growth through customer share of wallet expansion

Profit margin enhancement

Customer retention and relationship matrix management

Improving Net Promoter Score (NPS) and utilize Voice of Customer tools

Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Account Engagement)

Execute a Value Plus strategic account plan to define and direct critical customer top and bottom line growth

5. Competencies ("How")

Leadership

All Leadership competencies are relevant especially the following key competencies for the role: Customer Focus

Set priorities & Drive results (plans and aligns)

Engages People & Teams

Values

Demonstrate Amcor's Values and follow The Amcor Way...all 5 values that guide behaviour.

5.2. Functional Competencies

Confident and driven Account Manager who is resilient, adaptable and embracing change. AM that is motivated by achievement, growth, and social contact. Creating options

Building desire

Satisfying the customer

Managing and growing the customer

Negotiation and Influencing

Interpersonal Savvy

6. Qualifications/Requirements

Education: Bachelor's degree

Experience: Minimum of 3 years of experience in working in a large scale B2B environment

Relevant industry experience in technical, sales and general management

Proven track record of successful sales growth and profitability

Experience with negotiations; strong influencing and persuasion skills

Proven willingness and capability to collaborate and engage with cross functional teams

Knowledge: Technically adept

Possess a knowledge of the products, industry and competitive market that Amcor Rigid Packaging participates in

Skills: Language: English

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Our Expectations

We expect our people to be guided by The Amcor Way and demonstrate our Values every day to enable the business to win. We are winning when: Our people are engaged and developing as part of a high-performing Amcor team

Our customers grow and prosper from Amcor's quality, service, and innovation

Our investors benefit from Amcor's consistent growth and superior returns

The environment is better off because of Amcor's leadership and products

Equal Opportunity Employer/Minorities/Females/Disabled/Veterans/Sexual Orientation/Gender Identity

Amcor is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

If you would like more information about your EEO rights as an applicant under the law, please click on the links "EEO is the and "EEO is the Law" Poster Supplement. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please call 224-313-7000 and let us know the nature of your request and your contact information.

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