In a close relationship with the Plant General Manager and as a member of the Management Team the major challenge is to take best advantage out of the matrix organisation and improve the commercial result of the site by working successfully with the Business Units Sales Team, Business Group Sales, R&D, Marketing and Commercial Excellence organisation.
Job Dimensions & Scope
Process : ENS Negotiation, Contract Management, Costing and Pricing, Team Lead to outperform Amcors returns
Complexity : Commercial responsibility to maximize growth with existing and new customers
Staff : 3 direct reports
Scope & Geographical spread : Europe, US, Asia, Africa for the Business Unit High Performance Laminate & Healthcare products
Commercial Management :
support, prepare and convince sales managers and executives for the right commercial initiatives (incl. overseas export sales)
support sales community with product management and value propositions for the sales pitch
first contact for customers in Burgdorf (participate in important customer visits, manage business reviews, manage supplier-customer relationship, improve integration of different functions with customers)
contract management : prepare full business cases, participate in negotiation process, give input in contract reviews)
commercial reporting and translating Amcor's commercial strategies / tactics into the site action plans
commercial assessment in connection with large complaints and other disagreements
Tactical Marketing :
setting up price- / product strategies with Marketing and Commercial Excellence,
pricing + quotation owner in close collaboration with Business Unit and Business Group Sales Management
preparation of complex costing exercises for tender management
Value Plus and other margin enhancement activity
Business Support :
product management for innovative products with Marketing support
turn product development from R&D into a launch plan to ensure smooth new business on-boarding
support early stage idea generation from R&D and transform customer needs into development projects
business support and development, technical sales support
manage escalation process in critical complaints both service and quality wise
continuous improvement initiatives in all areas of responsibility
sales budgeting, - forecasting and follow-up of action plans to achieve targets in turnover
People Management & Organisation :
lead of 3 direct reports
set commercial strategy to ensure alignment of team on different targets
inspire & motivate teams to outperform
development of talents and support people growth
develop commercial thinking across different areas of the manufacturing site
continuously reinforce close collaboration and build relationship with key stake holders of the Amcor organization
keep close direct contact to customers with support of account managers to improve customer relationship
communicate effective and transparently
Qualifications / Requirements
Formal Qualifications and Experience
University degree in applied economics, business administration or a related field
Fluency in German and English; any additional language being a plus
Several years of relevant sales, commercial or business development experience in B-to-B markets (in the packaging industry is a plus)
Specific Skills and Abilities
Being able to think long term conceptual, and out of the box
Ability to work successfully in a matrix organization
Ability to transform a strategy into action plans
Customer oriented business acumen and commercial approach
Strong negotiation, influencing and decision-making skills
Good relationship manager (make and maintain professional contacts with people at different levels in- and externally)
Amcor is a global leader in developing and producing responsible packaging for food, beverage, pharmaceutical, medical, home- and personal-care, and other products.
Amcor works with leading companies around the world to protect their products and the people who rely on them, differentiate brands, and improve value chains through a range of flexible and rigid packaging, specialty cartons, closures, and services.
The company is focused on making packaging that is increasingly light-weighted, recyclable and reusable, and made using a rising amount of recycled content.
Around 50,000 Amcor people generate US$13 billion in sales from operations that span about 250 locations in 40-plus countries. NYSE : AMCR; ASX : AMC
AMCOR FLEXIBLES EMEA
With more than 61 plants in 22 countries , Amcor Flexibles Europe, Middle East and Africa (AFEMEA), a division of Amcor, is a market leader and the world's largest supplier of flexible packaging.
We deliver innovative packaging solutions and provide enhanced quality products for the food, beverage, pharma, personal care, medical and industrial markets.
Its award winning approach towards sustainability makes AFEMEA the preferred partner for customers looking for responsible packaging solutions.