Account Manager East Coast, Wine & Spirit

Job summary

The Account Manager is responsible for developing and managing spirits and wine accounts to drive growth and retention. They will lead strategic negotiations, build relationships with key decision-makers, and collaborate cross-functionally to ensure account demand accuracy and profitability.

Job details

JOB DETAILS Position Job Title: Account Manager East Coast - Spirits BG and BU: Amcor Flexibles EMEA, BU Wine & Spirits Function: Sales Location: North America / Canada Line Manager’s Job Title: Account Manager Contract Type: Permanent Job Purpose Amcor Wine & Spirits supplies closures for the Wine and Spirits segments (screwcaps and capsules). The division serves North American Customers predominantly from its St Cesaire Plant in Canada, as well from its finishing, trading and service Operations at American Canyon, California. Those Plants are supported and connected with the other Amcor Capsules Plants in France and in Chile to serve products not manufactured in North America. We are the market leader in North America with significant sales growth during last years and strong recognized brands like Stelvin®. Amcor is well recognised for its technical expertise, innovative packaging solutions and enhanced quality products. It provides strong technical support with its Field Technical Service teams. Building on the positive market dynamics, on its market leadership position and on the investments stream validated for North American capsules operations, North America is a strategic region for Global Capsules Business to deliver profitable growth in the future. The Account Manager is responsible for the development and management of assigned spirits and wine accounts. The incumbent will provide effective strategic and tactical sales direction as well as communication strategies to defend and retain existing business, to develop new business opportunities within and beyond the existing portfolio, and to improve profitability of existing business. This role is focused on the growth and retention of assigned accounts through share of wallet and developing and executing a long-term strategy. JOB DIMENSION & SCOPE Number & Type of Accounts: Mix of local, core or business development Internal Stakeholder level involvement and impact: Medium and strategic Budget Responsibility: 5-20 Million USD Geographic spread: Mainly East Coast USA or Canada PRINCIPAL ACCOUNTABILITIES Managing accounts to maximize revenues and profitability; monitor and report on critical KPI’s Identify comprehensive understanding of customer needs both long term and short term, differentiate Amcor’s products and services, and drive opportunities aligned with Amcor portfolio Maintain and build strong relationships with key decision makers of assigned accounts. Identify key decision makers and influencers beyond purchasing (total enterprise) and craft relationship map to ensure strategic and tactical alignment Keep business plans and customer strategy up to date at all times using the specific Amcor Tools Align cross-functionally with customer to agree on sustainability and innovation paths forward Orchestrate and lead key business negotiations, supporting Amcor’s interests demonstrating an ability to influence decision and actions Manage local Sales resource in dote-line to implement account strategy and deliver expected growth Monitor business performance against target - both volume and margin and coordinate corrective actions to sales programs, if necessary, to achieve target commitments Coordinate corrective actions to sales and marketing programs, if necessary, to achieve target commitments Collaborate closely with R&D, Marketing and Operations to ensure account strategies are implemented Collaborate closely with Operations and Supply Chain to ensure account demand accuracy by monitoring and analyzing data Promote and actively drive use of salesforce.com, PMDB, ANPos and other aspects of Value Plus. QUALIFICATIONS & REQUIREMENTS Formal Qualifications and Experience University Degree, or similar with a strong sales talent and drive to sell Minimum of 5 years’ experience in working in a large scale B2B environment Relevant industry experience in technical, sales and general management Proven track record of successful sales growth and profitability Demonstrate excellent project / process management skills Excellent communication skills in English Specific Skills and Abilities 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 (pricing, margin management, KPI) with a use of various tools such as Excel and Sales Force Ability to interact with a wide variety of stakeholders 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 Ability to drive growth in the area

What you’ll do

The Account Manager is responsible for developing and managing spirits and wine accounts to drive growth and retention. They will lead strategic negotiations, build relationships with key decision-makers, and collaborate cross-functionally to ensure account demand accuracy and profitability.

Requirements

Candidates must hold a university degree and have at least 5 years of experience in a large-scale B2B environment. Proven success in sales growth, profitability, and project management is required, along with excellent communication skills.

Listed skills

• Account Management · Preferred
• Data analysis · Preferred
• Negotiation · Preferred
• Communication · Preferred
• Project management · Preferred
• Salesforce · Preferred
• Business development · Preferred
• Cross-Functional Collaboration · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Account management
• Strategic sales
• Business development
• Negotiation
• Relationship management
• Sales forecasting
• KPI monitoring
• Project management
• Process management
• Data analysis
• Salesforce
• Market analysis
• Cross-functional collaboration
• Strategic planning
• Communication
• Account Strategy
• Market Dynamics
• Influencing Skills
• Supply Chain
• Service Operations
• Business Negotiation
• Data Analysis
• Business To Business
• Business Development
• Business Analysis
• Management
• Decision Making
• Communication Strategies
• English Language
• Sales
• Packaging And Labeling
• Leadership
• Marketing
• Innovation
• Key Performance Indicators (KPIs)
• Matrix Management
• Operations
• Profitable Growth
• Purchasing
• Technical Sales
• Technical Services
• Process Management

Job areas

• Sales
• Management & Leadership
• Manufacturing
• Food & Beverage
• Account Manager
• Account Manager (General)
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products