The Sales Manager is expected to maintain and grow levels of business and profitability with designated accounts through a dedicated sales team. S/he manages team performance through defined KPI's, coaches and motivates the sales team to reach outstanding sales results and drives corrective actions if needed. With significant opportunities for growth, it will be essential for the incumbent to set up a clearly defined long term strategic plan aligned to business’ capabilities. Also critical to the role is the ability to negotiate and communicate at a senior level within the customer.
JOB DIMENSIONS, SCOPE & CAREER PERSPECTIVE
Staff: The incumbent will lead a Sales Team (10-15)
Number & Type of Accounts: Mix of local, core or key accounts
Internal Stakeholder level involvement and impact: High and tactical
Budget Responsibility: >75 Mio€.
Geographic spread: continental
Internal and External Stakeholders:
External:
* Key Account departments: Purchase, R&D, Mkt, Ops, Quality
* Market: Meat & Dairy
Internal:
* Sales Director Growth Accounts Meat & Dairy
* Regional Sales Managers
* Marketing Team
* Commercial Team
* Sales Executive Team
* AF EMEA R&D Team Members
* Plant General Manager, Plant Commercial & Customer Service Manager, Plant R&D and QA Manager
PRINCIPAL ACCOUNTABILITIES
* Engage Sales Team and manage overall business portfolio to maximise revenues and profitability
* Manage a team of direct reports (Account Managers) in the region. Coach and develop team to achieve targets and grow the accounts they are responsible for.
* Set goals for Sales Team and manage overall business portfolio to maximise revenues and profitability; monitor and report on critical KPI’s
* Set up the strategy and marketing orientation for the business, on short- and long-term basis. Always keep business plans and strategy up to date using the specific Amcor Tools
* Monitor business performance against target - both volume and margin and coordinate corrective actions to sales programs, if necessary, to achieve target commitments
* Maintain and build strong relationships with key decision makers internally and externally
* Close coordination with R&D, Marketing and Operations to ensure account strategies are implemented
* May manage and develop strategic growth plans for assigned accounts
KEY PERFORMANCE INDICATORS
* Revenue growth through customer share of wallet expansion
* Profit margin
* Customer retention
* Improving Net Promoter Score (NPS)
* Sales Funnel metrics (e.g. Pipeline velocity, Funnel yield, Account Engagment)
Customer Relationship Management
* Develop strong one-to-one long-term relationships with key accounts decision makers
* Manage local Sales resources to implement regional strategy and deliver expected growth in the region
* Provide insight in building individual customer strategies and preparing Key Accounts negotiations and projects, participate in strategic meetings
* Validate contract terms for customers
* Increase sales of products value and volume, increase gross contribution. Identify opportunities for new products.
* Develop and implement action plans based on VOC (Voice of the Customer) feedback
* Be the central point of contact between customer and Amcor concerning feedback, problem solving and requests opportunities for Amcor in the region or defined segment
Achievement of sales and budget targets
* Agree appropriate targets per sub segment for the region
* Establish in conjunction with internal stakeholders new business opportunities and targets: Developing new and profitable business for the company is a major asset for the successful candidate
* Coordinate corrective actions to sales and marketing programs, if necessary, to achieve target commitments
Team & Organisation
* Build the Team by selecting the right talent and develop the necessary individual skills
* Manage a team of direct reports (sales executives and key account managers) in the region
* Make each other successful; inspire and motivate sales team to outperform
* No surprises; communicate effectively and transparently using given Amcor tools and programs
* Continuously develop own and team sales skills via individual development (IDP) and group training
* Responsible for achieving budgeted targets, including profitable sales growth, increasing customer satisfaction
* Continuous improvement of KPI performance of the sales team.
* Coaching and developing team to achieve targets and grow the accounts they are responsible for
* Setting goals with sales team and tracking progress using the appropriate KPIs
QUALIFICATIONS & REQUIREMENTS
1. Formal Qualifications and Experience
* Graduate in Business Managment, Engineering, MBA or similar with a strong sales talent and drive to sell
* Minimum 8 years relevant sales experience in a B2B environment
* Min. 3 years of leadership experience
* Strong track record of delivering financial targets and growing business through excellence in sales management as well as continuous improvement and efficient cost management
* Demonstrated excellent project / process and people management skills
* Excellent communication skills in English, any other European language is a valuable asset
2. Specific Skills and Abilities
* Strong leadership and ability to drive growth through sales teams; superior coaching & influencing capabilities
* Ability to translate the strategy into actionable plans
* Strong customer and result orientation
* Strong negotiation, decision making skills and ability to get things done
* Strong ability to monitor business analysis (data crunching, pricing, margin management, KPI) with a use of various tools
* Ability to interact with a wide variety of stakeholders internally and externally, good understanding of matrix organization
* Ability to quickly orientate across complex structure & matrix organization
* Ability to quickly adapt to changing industry dynamics and redirecting efforts
* Understanding of brand customers and what drives their development