Commercial Key Account Manager - Contract Manufacturing

At Amcor, we unpack possibility through our innovative and responsible packaging to provide solutions that benefit our customers, our people and our planet.  More than 10,000 consumers worldwide encounter our products every second and rely on us for safe access to food, medicine and other goods. We value their trust by making safety our guiding principle. It’s our core value and integral to how we do business.

Beyond this core principle, our shared values and behaviors unite us as we work together to elevate customers, shape lives and protect the future. We champion our customers and help them succeed. We play to win – adapting quickly in an everchanging world – and make smart choices to safeguard our business, our communities and the people we serve for generations to come. And we invest in our world-class team, empowering our colleagues to unpack their potential, because we believe when our people grow, so does our business.

To learn more about playing for Team Amcor, visit www.amcor.com I LinkedIn I Glassdoor I Facebook  I YouTube

Join Amcor as a Key Account Manager focused on driving growth in our Contract Manufacturing segment. In this role, you’ll lead strategic business development initiatives, identify and secure new accounts, and translate market insights into actionable plans. You’ll build strong relationships with industry influencers and decision-makers while collaborating cross-functionally to ensure seamless onboarding and commercialization of new opportunities. If you’re passionate about delivering revenue growth, shaping market strategies, and creating value for customers, we’d love to hear from you.

Principal Accountabilities

Business Development Strategy

• Develop a strategic approach to create engagement and win new business
• Develop business plans including, but not limited to financial analysis, competitive analysis and value proposition

Drive for results

• Deliver revenue growth and generate profit from direct penetration of new accounts
• Prospect for new customers and drive new business opportunities aligned with Amcor portfolio

Market research

• Translate research conclusions into actionable business concepts and plans for broader review and discussion
• Understand market trends, drivers & dynamics - work to promote new products and gain exposure within target markets
• Collaborate closely with Marketing (e.g. Lead Generation)
• Serve as subject matter expert assisting the Marketing Team for market sizing, market trends and dynamics, and competitive analysis

Relationship Management

• Build a strong external network consisting of key influencers and collaborators within the industry with a specific focus on co-packers, machine suppliers, OEMs, industry associations, and senior decision makers at targeted accounts
• Manage strategic customer relationships and effectively negotiate business deals
• Seek out the appropriate contact within the new business opportunity and generate leads, cold calling prospective customers where necessary
• Foster and develop initial business relationships with new customers / prospects’ key contacts
• Manage cross-functional relationships to create business development strategies as well as support the commercialization and onboarding process with other key areas (both internal and external)

Cross functional

• Collaborate with cross-functional teams on the development and implementation of defined strategy (technology, product management, commercial) for the market and targeted segments
• Foresee the implementation of NBO and effective onboarding until the Purchase Order is industrialized and invoiced
• Partner with Account Managers to hand off new customer accounts and transition them to the stable accounts (e.g. account handover is deliberately processed in order to guarantee a smooth account continuity)
• Maintain effective relationships with customer service, pricing, marketing, R&D, graphics, demand planning, talent recruiting team and sales 

Job context

Challenges & Complexities

• Ability to work independently with minimum of supervision, e.g. identifying contacts, managing cold calls
• Ability to juggle several prospects/projects at once

Internal Relationships

• Management
• Marketing
• Commercial Excellence
• Operations and R&D
• Pricing
• Finance
• Customer Service

External Relationships

• Customers

Expected Travel

• Travel is estimated at 65% - As needed based on customer activity and prospects

Job Dimensions & Performance Indicators

Key deliverables and performance indicator

• Revenue growth by new account acquisition
• Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Prospect yield)
• Profit margin

Functional Competencies

Confident and driven Business Development Manager who is highly resilient, adaptable and embracing change. A BDM that is highly motivated by achievement, competition and social contact. A focused collaborator that possesses a high level of energy and passion for growth.

• Effective networking, making contact, prospecting, “cold” calling
• Customer needs clarification
• Analyzing and resolving customer problems
• Sales opportunities creation
• Sell customer propositions
• Closing the sale

Qualifications/Requirements

Education

• Bachelor’s degree in business or related field
• Master’s preferred

Experience

• Minimum of 5 years of experience in working in a large scale B2B environment
• 5-8 years’ experience in developing industry value assessment and executing on strategic business development and growth opportunities
• Proven track record of successful business development and commercial success in B2B environment
• Experience with negotiations; strong influencing and persuasion skills

Knowledge

• Technically adept
• Possess a detailed knowledge of Amcor, the products, the industry and competitive market
• Good working knowledge of the Healthcare packaging space included but not limited to primary packaging, OTC product packaging, Ophthalmic, diagnostics, etc

We expect our people to be guided by The Amcor Way and demonstrate our Values every day to enable the business to win. We are winning when:

• Our people are engaged and developing as part of a high-performing Amcor team
• Our customers grow and prosper from Amcor’s quality, service, and innovation
• Our investors benefit from Amcor’s consistent growth and superior returns
• The environment is better off because of Amcor’s leadership and products

Amcor is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

If you would like more information about your EEO rights as an applicant under the law, please click on the "Know Your Rights: Workplace Discrimination is Illegal" Poster. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please call 224-313-7000 and let us know the nature of your request and your contact information.

We verify the identity and employment authorization of individuals hired for employment in the United States.

When you join Amcor, you will have access to a comprehensive benefits and compensation package that includes:

• Medical, dental and vision plans

• Flexible time off, starting at 80 hours paid time per year for full-time salaried employees

• Company-paid holidays starting at 8 days per year and may vary by location

• Wellbeing program & Employee Assistance Program

• Health Savings Account/Flexible Spending Account

• Life insurance, AD&D, short-term & long-term disability, and voluntary benefits

• Paid Parental Leave

• Retirement Savings Plan with company match

• Tuition Reimbursement (dependent upon approval)

• Discretionary annual bonus program (initial eligibility dependent upon hire date)