**Job title: Global Key Account Manager**
BG/BU: AFLA
Location: Open Location
Job family: Sales & Marketing
Reports to: Global Key Account Director
**1. Job Overview**
The Global Key Account (GKA) Manager for Amcor Flexibles Latin America (AFLA) is responsible for managing the relationship with internal and external GKA stakeholders to:
- Grow, protect and defend, and develop each customer.
- Maximize profitable business opportunities.
- Identify opportunities for new business and new products.
- Increase sales volume and gross contribution.
- Continuously develop and implement strategies to strengthen business relationships and revenue.
The GKA Manager will ensure that the revenue benefits are maximized through proactive account management and account strategy development, via ownership of the Amcor Commercial Excellence toolkit. Has responsibility for developing profitable sales growth, lowering sales costs, increasing customer satisfaction and continuously improving KPI performance of the sales force. This includes:
- Developing a strong internal and external network.
- Coaching the sales executives.
- Acquiring the necessary skills to grow professionally.
- Quantifying and selling Amcor's value proposition for each customer.
This role will span over the term listed below and will be critical in delivering better Service levels to customers, being a significant enabler for growth for Amcor Flexibles Latin America (AFLA)
**2.Principal Accountabilities**
Key Responsibilities
- To develop and maintain strong, healthy relationships with all relevant GKA stakeholders (internal/external).
- To create, update, and manage a Regional Key Account plan aligned to GKA guidelines for each customer.
- To lead negotiations including processes (RFI, RFQ, RFP, bids, etc).
- To direct and coordinate cross functional working teams.
- To oversee various cross functional business projects, concurrently.
- To identify customer needs and develop opportunities for growth.
- To identify, initiate and manage product development and innovation growth projects.
- To manage working capital - including accounts receivable, raw materials and finished good stocks.
- To set the Regional GKA sales budget annually.
- To assist with the execution of the sales strategy, relevant to the GKA.
- To co-ordinate and chair quarterly Top to Top business review sessions.
- To monitor achievement of KPIs.
- To manage customer contracts and supply agreements where applicable.
- To deliver monthly sales reports relative to the GKA.
- To monitor competitor activity and initiate actions/strategies as required.
- To align customer DIFOTIS measurement internally and drive continuous improvement ensuring adherence.
- To ensure customer forecasts are challenged, agreed & implemented into the demand planning system.
**Relationship management**
- Build key relationships across the AFLA functional teams to ensure effective problem management/resolution channels.
- Communicate Amcor's key learning's from process, system and sales resolution to reduce customer dissatisfaction and churn.
**4. Major challenges & complexities**
Matrix organization with multi countries, multi sites scope with non-standardized practices.
Requires ability to influence teams without a solid line reporting structure.
Ability to lead/facilitate groups of people to an aligned outcome or definition of opportunities.
**5. Relationships**
Customer stakeholders and functional teams
Sales team (executives, managers, directors, VPs)
R&D and technical teams (commercialization, innovation and sustainability, and quality)
CE team
Finance team (commercial finance and budgeting)
Country GM´s
Packaging Equipment Suppliers
Raw Material Suppliers
Professional associations (to a high extent and in leading functions)
Market
**6. Qualifications/Requirements**
**6.1 Formal Qualifications, Experience and Education**
Bachelor's degree with a focus on sales.
English & Spanish speaker; Portuguese is a plus.
Excellent writing and analytical skills.
**6.2 Knowledge/Skills/Abilities/Behaviours**
Experience working in the Latin America region - understanding the cultural challenges in the region.
Previous experience managing Key Accounts on multinational companies.
Self-managed with ability to make decisions.
Highly motivated, team player.
Good commercial understanding and negotiations skills.
Ability to influence and pull cross-functional teams together.
Resilient.
Good project management and planning skills.
Strategic thinker & problem solver.
Experience working across company lines with customers or suppliers.
Amcor Leadership Framework Competencies required for role:
**Leading Self**
**Drive Vision & Purpose** - Can identify personal meaning in contributing to the vision &strategy of Amcor. Is optimistic and contributes in a supporting way to their business environment.
**Strategic Mindset** - Contributes in practical planning of work processes. Understan
