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Commercial Account Manager

  • Location:

    Bristol, England

  • Job type:

    Permanent

  • Sector:

    Aerospace and Defence

  • Salary:

    £50000.00 - £60000.00 per annum

  • Contact:

    Jamie Grove

  • Contact email:

    Jamie.Grove@morson.com

  • Job ref:

    170019JGE_1572971698

  • Published:

    12 days ago

  • Expiry date:

    2019-12-31

  • Client:

    Morson International

Commercial Account Manager

The commercial Account Manager ensures an efficient and qualitative high level of customer service in order to contribute to meeting contractual agreements, meet / exceed satisfaction levels, reduce lead time to customers and minimise costs. The incumbent is further responsible for commercial strategy within the team and to ensure that Amcor's internal enquiries & processes are followed.

- Responsibilities
Customer and Internal Support
- Respond to various customer and internal enquiries
- Determine procedures for internal problem solving to respond quickly and efficiently to customer demands
- Process sales administration in line with contractual agreements and in close liaison with other departments
- Support various Amcor's internal stakeholders (e.g. Value Plus, Business Development, Product Development, Finance, Procurement)
Relationship Management
- Build, promote or contribute to the development of relationships with customers, industry sector representatives and other stakeholders
- Understand and develop mutually beneficial relationships with key decision makers
- Detect and understand account economics and current / potential issues account is faced with in order to pro-actively determine plans to adapt / respond to their needs in the most efficient way
- Collaborate with internal stakeholders, detect and build on sources of synergies
Claim and Trial Management
- Understand client complaints (source, quantity) and analyse them
- Coordinate with relevant parties how complaints can be solved and avoided in the future take corrective actions and update / implement procedures accordingly
Service Level Agreements and Monitoring
- Determine service level agreements for customers, in line with contractual agreements and company standards
- Follow up on levels and value of service provided to customers
- Where necessary, further clarify product and service offerings to customers, agree on clear, achievable and measurable service levels in order to meet expectations
- Ensure accurate customer satisfaction measures are in place, improvement plans defined and implemented on a constant basis
Reporting
- Provide management with regular status reports on performance versus account plan
- Follow up on the achievement of targets against the targeted results
- Measure performance results in terms of business revenue and added value (AV)
- Lead on global forecasting
Financial Planning
- Responsible for the strategic plan and budget processes within the team
- Recommend operating plans, budget and capital additions and maintain compliance with budgetary limitation in and/or across departments
- Build close relationships with Operations to ensure budgets are met

- Qualifications & Requirements
- Completed University Degree
- 2-4 years of experience in a comparable environment
- Good knowledge of the packaging industry
- Good understanding of business processes, including sales, supply chain and customer service
- Strong analytical and commercial skills
- Account Management skills
- The ability to frequently travel internationally
- Fluent English, other European language is a plus

- Background / Specifics
- The customer in question is undergoing change in its category procurement. In pursuit of savings, they are moving away from periodic tenders and towards supplier integration:
- Value stream mapping
- Shared cost-reduction goals and objectives: loss elimination
- Performance management standardisation
- EOQ
- Fit-for-purpose printing technology
- Product simplification
- Supply chain modernisation (eg VMI)
- Pricing based on a standardised costing tool
- The CAM role therefore is also changing: away from conventional pricing and inward-facing profitability/portfolio analysis, towards collaboration:
- Working with ASC plants in understanding value-stream cost drivers and how these can be managed/reduced
- Working with the customer in project-managing activities to
- Collaborating with internal and external parties to release these savings and project-managing with the customer to ensure satisfaction while ensuring Amcor also gains from this savings release
- The CAM role is also responsible for global costing/pricing, ensuring consistency across regions. To these ends, working with and guiding the teams in Americas and Asia is also critical.
- relationship. In these cases, the CAM leads the commercial positioning workstream, including costing, pricing, market/value pricing and next best alternative (NBA) analysis, commercial modelling and materials for management approval, and coordination of tendering using customer-prescribed tools.
- Finally, ASC are now acting as the tobacco-industry sales channel for Amcor's wider business group capabilities in flexibles and rigid materials. The commercial brief for this activity is developing.