Key Account Manager

4 weeks ago

United Kingdom Graphic Packaging International - Europe Full time

At Graphic Packaging International, we produce the paper cup that held your coffee this morning, the basket that transported those bottles of craft beer you enjoyed last weekend, and the microwave tray that heated your gourmet meal last night. We’re one of the largest manufacturers of paperboard and paper-based packaging for some of the world’s most recognized brands of food, beverage, foodservice, household, personal care and pet products. Headquartered in Atlanta, Georgia, we are collaborative, diverse, innovative individuals who create inspired packaging while giving back to our communities.

With over 25,000 employees working in more than 130 locations worldwide, we strive to be environmentally responsible in our industry and in the communities where we operate. We are committed to workplace diversity and offer compensation and benefits programs that are among the industry’s best to reward the talented people who make our company successful.

If this sounds like something you would like to be a part of, we’d love to hear from you.

A World of Difference. Made Possible.

JOB PURPOSE

Responsible for sales volumes and margin measurement of key customers for Packaging Products.

Account management and the identification of growth and development opportunities. The aim is to succeed in building identified opportunities into long-term profitable business, through professional and proactive relationships.

KEY OBJECTIVES &

RESPONSIBILITIES

Business Development:

  • Identify and target potential clients for expansion.
  • Prospect, engage, and convert leads into new key accounts.
  • Deliver strategies for customer acquisition
  • Arrange business meetings with prospective clients.
  • Promote the company’s products/services addressing or predicting clients’ objectives.
  • Ensure prospect client data base remain active and accurate and maintain contact with prospects to maintain visibility on update on the company portfolio.
  • Establish relevant mapping of competition and market needs for the area of responsibility and propose action to overpass any challenge.
  • Develop new and organic business particularly by supporting the Sales Director in the preparation of the tenders.
  • Ensure regular meetings are established with your customers. These meetings should include all areas of their business. These will include purchasing, packaging technologists, QA, manufacturing and accounts teams.
  • Liaise with our internal customer services teams to manage the daily requirements of the business. Provide supporting information when and where necessary.
  • Manage your customer’s expectations to maintain a positive and progressive supply partnership.
  • Effectively retrieve relevant information and prepare reports Relevant ERP Systems.
  • Liaise with customers and QA on quality complaints; arrange return of goods, where appropriate, with the customer service team and warehouse manager.
  • Ensure good-working relationships with superiors, peers, customers and any third-party visitors at all times.
  • Maintaining frequent site attendance

Key Account Management:

  • Build relationships, volumes and extend contacts with Key Customers
  • Improve margin and organic growth with existing customers through a proactive sales/service relationship and a developed awareness of the customer’s needs.
  • Implement Supply Chain Management and Procurement initiatives to enhance margins and control of accounts
  • Achieve agreed planned sales, added value, stockholding and payment targets to maximise results with each customer.
  • Ensure the customers’ needs are communicated to Sales administration, Operations, the Quality Team and the Management Team
  • Ensure customers operate in accordance with agreed contractual terms and negotiate terms where they do not exist or can be improved
  • Manage projects and developments within the business to support the relationship with the customer and ensure an appropriate level of customer focus is achieved
  • Develop and maintain a professional customer relationship to improve the flow of communication, understand and increase loyalty to the business.
  • Oversee a review of new order specifications with Sales administration and the Operates Team
  • Provide monthly sales report, monthly forecast and relevant pipeline trackers.
  • Maintaining frequent site attendance
  • Work alongside the Sales Director on key strategies for Healthcare Packaging Product including marketing campaigns and management of communications to key customers.
  • Any other tasks associated with this role, which is suited to the individual’s abilities and level of training as directed by the Sales Director

KEY PERFORMANCE INDICATORS (KPI’s)

  • Deliver existing business against a defined sale targets.
  • Provide weekly bullet point updates, monthly reports and prospect / account trackers on a regular basis.
  • Levels of aged debt
  • Levels of aged stock
  • Regular meetings and reviews
  • Maintenance of customer records

REQUIRED QUALIFICATIONS

  • Account management and customer service experience
  • Within a manufacturing environment (ideally print and/or packaging)
  • Sales and business development capabilities
  • Skills including the use of Microsoft Excel, Outlook and Word

DESIRABLE QUALIFICATIONS

  • Understanding of the Healthcare market

KEY (BEHAVIOURAL) COMPETENCES

  • communication skills essential, ability to give clear written and verbal instructions, clearly understand and explain technical and commercial issues to customers and have good understanding of procedures and processes.
  • to identify areas of weakness within processes and customer specific procedures and help find innovative solutions.
  • responsible, reliable and flexible with a strong work ethic
  • to effectively prioritise and adapt to a varied and changeable workload
  • presentable and with good attendance
  • to Manage Complex projects
  • influencing skills

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