Sales Manager (Healthcare)

Join Amcor and you can be part of the team that makes the packaging of the future better for people and our planet.

Here at Amcor, we work together every day to make a positive impact on the lives of millions of people across the globe by providing packaging for essential products, including food, beverages, pharmaceutical, medical, home and personal care. We are sustainability leaders in our industry, and we were the first global packaging company to commit to making all our products recyclable or reusable by 2025. In addition, our products play a vital role in a circular economy as we are working toward 30% recycled material across our portfolio by 2030, and we are one of few packaging companies committed to using science-based targets and achieving net zero emissions by 2050.

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 organization that is committed to innovating and driving new solutions to create more sustainable packaging solutions.

The Sales Manager is the key contact for assigned accounts in order to provide effective strategic and tactical sales direction and communication strategies to defend and retain existing business, improve profitability of existing business, and to develop new business opportunities within the existing portfolio. The incumbent is responsible for developing and executing strategy to defend existing share of wallet. To ensure growth the incumbent will partner with the marketing teams to build account plans for assigned accounts which would include: market and competitive intelligence, insights into addressable spend, prioritized opportunities for growth product positioning and value propositions, alignment on sustainability and innovation paths, and workplans to address any issues that keep the account from awarding Amcor additional SOW. The incumbent will partner with the Business Development Manager to take over new customer accounts and transition them to their stable accounts.

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, and drive opportunities aligned with Amcor portfolio
• Clearly understand 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 customer
• 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. 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, BRAD, 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 SME 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
• Develop a competitive value-based price offering for customer based on 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 customer after handover from Business Development Manager in order to stabilize account
• Engage all account team members to deliver value to customer
• 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
• Drive accurate Sales forecasting in coordination with customer, supply chain, and planners
• Ensure timely collection of 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 key account/s 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, ANPos 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 to sales and delivery; 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

Qualifications

Education:

Experience:

• Minimum of 5 years of experience in working in a large scale B2B environment
• Relevant medical packaging 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

Amcor is a global leader in developing and producing responsible packaging solutions 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