Regional Director - Sales and Marketing - Amcor Flexibles - Singapore

Job description

Overview of role purpose:

Key focus of role is driving profitable growth across AFAP region aligned with AFAP strategic plan:
- Leading and growing major Regional Key accounts
- Develop regional strategic marketing strategy
- Regional product/market strategies including Leading Pharma business across region
- Support and lead both organic and acquisition projects

Key Accountabilities:

REGIONAL KEY ACCOUNT MANAGEMENT

Develop Regional Account Strategies for Key Regional Accounts
Lead the development account plans and coordinate actions within business for KA.
Identify comprehensive understanding of customer needs – both long term and short term - and identify key buying factors beyond purchasing
Assess account opportunities, account trends and define aspirations
Identify key decision makers and influencers beyond purchasing and craft relationship plan

Build Customer Intimacy
Build partnership across customer organization allowing both parties to extract value
Build strong relationship with senior clients beyond purchasing (total enterprise)
Conduct systematic performance reviews with key customer

Identify and drive profitable growth and actions to improve bottom-line
Assess account economics and assess opportunities to cover leakages
Develop and maintain action plan for how key account will achieve targets, identify specific actions to improve earnings
Develop joint business plan

Develop and execute negotiations
Develop quantified value selling arguments for account
Develop negotiation arguments
Manage negotiation planning
Execute negotiations

Lead Cross functional and cross business teams
Coordinate information flow and action planning with relevant functions (cross-functional team coordination)
Create collaborative customer/supplier CI teams
Identify and align resources required to execute
Build Value Proposition

REGIONAL MARKETING STRATEGY AND REGIONAL PRODUCT STRATEGIES
Leads development of the sales and marketing strategy for AFAP including:
Value proposition,
Market segmentation
Competitor position, strategy and differentiation
Market insight, brand/retailer strategy and industry trends
White space opportunities.
Support, review the sales and marketing strategies and action plans for each business Identify and develop AFAP product strategies and opportunities
Identify strategy to increase sales of products value and volume, increase gross contribution.
Identify opportunities for new products and new customers.
Lead and actively contribute on specific Pharma/ Healthcare projects such as Barricade, Cardinal pouch project


Role dimensions:

Financial: Regional accounts, 2 to 5 accounts depending on level of contact required up to $100m per account
Staff: 6-7
Scope: Asia Pacific


Internal and External Relationships / Contacts:

External:

Key Accounts / Customers

Marketing research companies

Internal:

VP Sales & Marketing

International Sales Director

Key Account Directors/ Sales & Marketing Directors (in-country)

Sales and Technical Managers of other BUs (AFEA)

Desired Skills and Experience

Knowledge and Experience
At least 8 - 10 years’ relevant sales and marketing experience, including management experience
Relevant experience in Flexibles packaging or related industry
Track record of driving sales growth

Education and Certifications
University degree with a focus on sales

Job Specific Technical Requirements
Customer and solutions focused
Communication and Influencing skills
Ability to interact with a wide variety of cultures (Western and Asian) and functions both internally and externally (multi-lingual, English and Chinese ideally)
Ability to quickly adapt to changing industry dynamics and redirect efforts
Ability to work under pressure managing multiple priorities
Analytical capability with a strategic mindset
Goal oriented—ability to translate the strategy into actionable plans
Creative problem solver
Experienced / good sales negotiations skill in a cost competitive saturated market environment

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