Director, Global Key Accounts Pharma
Amcor Limited
Zurich, Switzerland
vor 4 Tg.

Job Purpose

Drive short and long-term growth within AFEMEA’s Healthcare team while leading the overall efforts of the geographically disperse Global Pharma Team.

The right candidate will foster close internal collaboration with a focus on customer needs to drive Global growth.

Job Dimensions & Scope

Managing a team of 8 co-workers in AFEMEA, focused on 13 large global accounts within the pharma industry for a total of €200 Million approx.

The perimeter of responsibility includes the strategic direction for the AFA based Global Account Managers.

Principal Accountabilities

Global Account Strategies

  • Maintain a strong internal relationship with internal stakeholders in all 4 geographical regions (N. America, Latam, EMEA, & Asia)
  • Drive complex negotiations with potentially conflicting Regional needs
  • Ensure a focus on account needs and key buying factors beyond purchasing
  • Focus the team to build a Global pipeline of opportunities, account trends and aspirations
  • Identify key decision makers and influencers beyond purchasing and craft relationship plan
  • Develop and maintain action plan for how accounts will achieve targets, identify specific actions to improve earnings
  • Establish / maintain strong external relationships and face-to-face communication with Senior Leaders

  • Act as the direct, primary face-to-face Global contact while managing relationships around the Globe
  • Establish strong, multi-level, win / win relationships on a Global basis. Focus will include, and not be limited to the following :
  • Understanding customer requirements and needs in Asia, EMEA, N. America and Latam
  • Maintaining strong relationships with existing customers
  • Address / resolve issues with current customers (quality, service, etc.)
  • Participating in partnership Annual Business Reviews or Quarterly Business Reviews
  • Develop and maintain a robust outperformance action plan for how accounts will achieve and succeed targets
  • Identify and align resources, action plans and communications required to execute account plans and resolve issues on a Global level
  • Provide strong guidance to Global Account Managers
  • Global Budgeting & Forecasting

  • Ensure each Region has a growth plan that combines to a Global Growth Agenda
  • Granular focus on sales by account including a detailed monthly S&OP process
  • Develop actions to mitigate any identified shortfalls
  • Develop and execute negotiations and contracts

  • Develop, manage and execute contract negotiations
  • Manage negotiations / resolution of product, quality, and service issues
  • Improve the bottom line results of the business together with the customers, the plants and colleagues from R&D, sustainability and commercial excellence
  • Qualifications / Requirements

    Formal Qualifications And Experience

  • Minimum 7-10 years of experience managing complex accounts in a packaging and / or pharmaceutical environment
  • Knowledge of the flexible packaging industry is a plus
  • Fluent in English (written and spoken)
  • Specific Skills And Abilities

  • Business knowledge
  • Results oriented sales skills
  • Negotiation skills
  • Analytical and financial skills
  • Good time management skills
  • Strong interpersonal and communication skills
  • Sales / customer knowledge
  • Ability to work under pressure & meet deadlines
  • Problem solver with initiative
  • High level of proficiency in MS Office application
  • Amcor Leadership Framework

    The 3 Leadership competencies which will apply to all AFEMEA employees :

  • Driving for Results
  • Customer Focus
  • Influencing Others
  • The Leadership competencies which will apply to specific function :

  • Interpersonal Savvy
  • Business Acumen
  • Innovation Management
  • Strategic Agility
  • The 4 Leadership competencies which will apply to all People Managers :

  • Nose for Talent
  • Building Effective Teams
  • Motivating Others
  • Managerial Courage
  • LI-DNI

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