Global Key Account Director

About the Role

The Global Key Account Director is directly responsible for the sales growth, customer satisfaction and gross contributions results within the assigned geographic scope and product portfolio. Primary responsibility is to identify and target growth opportunities linked to focus segments, focus products (new innovation platforms, sustainable products), new market entry or to fill capacity gaps outside of business currently supplied by Amcor. Supported by a sales team located in Amcor Flexibles Asia Pacific’s business units (in country), the Group Key Account Director is the key liaison with global and regional customer stakeholders in marketing, innovation, procurement, supply chain and any other relevant function to maximize the generation and execution of sales growth opportunities. The expectation is that the average size of an individual target opportunity is >USD2.5-5 million in annual sales.

Responsibilities

• Develop and manage new business (SOG - strategic organic growth) pipeline: size, conversion %, velocity, and targets in focus segments or products.
• Deliver SOG sales, margin, growth, volume and share of segment; improve GKA sales mix and sustainable product sales (% Product Sold Recyclable Ready, with Post Consumer Recycle (PCR)).
• Develop the Regional Strategic Plan (1–3 years) including targeted SOG opportunities, Share of Wallet defence and negotiating strategy; secure alignment with SLT / BU VPs.
• Ensure products are marketed and sold per BG / BU strategic and operating plans to obtain maximum profitability, considering manufacturing capacity and inventory strategy; lead negotiations for BG SOG projects.
• Align with customers on sustainable product sales, including pitching to support 100% of products sold to be recycle ready by 2025.
• Monitor business performance against targets and coordinate corrective actions to sales programs and/or processes as necessary to achieve growth targets.
• Proactively assess, clarify and validate customer needs on an ongoing basis; establish sales, growth and margin targets as part of operating plan and forecast processes.
• Develop and manage account plans and joint business plans for several global key accounts; build strong relationships beyond purchasing to understand enterprise needs and extract value.
• Coordinate and plan contract renewals with BUs and pursue new business opportunities; liaise with Innovation and R&D to convert customer needs into new business.
• Define, track and deliver customer satisfaction KPIs for key accounts; share best practices and initiatives with BUs within AFAP and across BG.
• Prepare and supervise negotiations and agreements with customers; develop quantified value-selling arguments for target opportunities.
• Appraise existing sales performance and direct, with BU Sales Director or MNC Manager, the sales programs and objectives within the region; ensure consistent delivery of “One Amcor Way” as per the Value Plus Commercial Excellence Program.
• Provide senior management with regular business updates and recommended course of action; facilitate integrated/cross-business decisions to optimize for Amcor overall.
• Secure and coordinate information flow, subject matter expertise and action planning with relevant functions (cross-functional team coordination).
• Lead, develop, motivate and assign people to appropriate tasks; ensure career development and succession planning is in place (direct report & matrix reporting line).
• Responsible for achieving and maintaining excellence performance.

Additional Information

Regional turnover is > USD 200 Mn across Amcor Flexibles Asia Pacific (AFAP) product ranges and spread across all markets in Asia Pacific (China, India, Southeast Asia and ANZ) for select FMCG customers. The role has indirect matrix functions. This senior role is part of the Amcor Flexibles Asia Pacific Sales & Marketing Functional Team and is a key contributor to team development, budget preparation and delivering on key priorities and financial objectives. This role is a potential successor to VP Sales, Marketing, & Sustainability.

Qualifications

The job description does not list specific formal qualifications in this posting. The role requires senior-level commercial leadership with high degree of independence and accountability for sales decision-making within Amcor Value Plus commercial excellence principles.