Job DescriptionPosition Overview:The Sales Director, Beverage Accounts & Business Development is responsible for delivering profitable growth through strategic account leadership and new business development within the Beverage Business Unit. This role leads commercial activities for a portfolio of key beverage customers while identifying, developing, and securing new business opportunities across targeted beverage segments and geographies.
The Sales Director develops executive-level customer relationships, leads commercial negotiations, drives growth through innovation and sustainability solutions, and collaborates with cross-functional teams to execute customer and business growth strategies. The position balances retention and expansion of existing business with acquisition of new customers, brands, and packaging opportunities that support Amcor's growth objectives.
Essential Responsibilities and Duties: Strategic Account Leadership- Develop and execute customer growth strategies for assigned key and strategic beverage accounts.
- Build and maintain strong relationships with customer decision-makers across Procurement, Operations, Supply Chain, Marketing, R&D, and Executive Leadership.
- Lead annual business planning, pricing discussions, contract negotiations, and business reviews.
- Identify opportunities to expand Amcor's footprint through new products, new programs, and additional manufacturing locations.
- Drive customer retention, satisfaction, and profitable account growth.
Business Development- Identify, qualify, and secure new business opportunities with both existing and prospective customers.
- Develop and maintain a robust pipeline of opportunities focused on new customers, new brands, package conversions, and emerging beverage categories.
- Partner with Marketing to identify attractive market segments, growth categories, and geographic opportunities.
- Lead customer engagement from prospecting through commercialization and implementation.
- Create and execute strategic account penetration plans that increase market share and drive above-market growth.
Commercial Leadership- Deliver annual sales, volume, margin, and growth objectives.
- Develop sales forecasts, budgets, and growth plans aligned with Beverage Business Unit objectives.
- Establish pricing strategies that balance customer value creation with profitability objectives.
- Analyze market, customer, competitive, and industry trends to identify growth opportunities.
- Develop business cases supporting capital investment, innovation, and strategic growth initiatives.
Solution Selling & Innovation- Lead development and presentation of integrated packaging solutions utilizing the full Amcor portfolio.
- Partner with Marketing, Innovation, Operations, and Technical teams to create customer-specific packaging and processing solutions.
- Drive adoption of sustainability solutions aligned with customer goals and Amcor sustainability objectives.
- Provide customer and market feedback to support product development, innovation pipelines, and marketing strategies.
Cross-Functional Leadership- Partner closely with Operations, Supply Chain, Finance, Customer Service, Quality, and R&D to deliver customer commitments.
- Facilitate cross-functional resources to support new business wins and customer growth opportunities.
- Lead resolution of significant customer issues and ensure continuous improvement in service and execution.
- Serve as the commercial leader for assigned customers and opportunities.
Qualifications:- Bachelor's degree in Business, Marketing, Engineering, Packaging, or related field required.
- MBA or other advanced degree preferred.
- Minimum 10 years of successful commercial experience within packaging, beverage, consumer products, or related manufacturing industries.
- Proven success managing strategic customer relationships and delivering profitable growth.
- Demonstrated track record of winning new business and expanding existing customer relationships.
- Experience leading complex negotiations and multi-year customer agreements.
- Experience selling value-added manufacturing solutions and managing large national or regional accounts.
- Strong consultative and value-selling capabilities.
- Proven business development and strategic account management experience.
- Strong financial and commercial acumen.
- Excellent negotiation and influencing skills.
- Ability to communicate effectively with executive-level customer stakeholders.
- Strong analytical, planning, and forecasting skills.
- Effective collaboration across operations, finance, marketing, customer service, and technical organizations.
- Excellent presentation and executive presence
- Approximately 40-60% travel
Competencies:Amcor Leadership Framework CompetenciesRelationships:- External ARPNA customers
- Represent ARPNA at professional organizations
- Lead an external Sales Team of X Key Account Managers, X Regional Account Managers and X Sales Associates
- Internal Sales, Finance, Supply Chain, Operations, Engineering and R&D
- Internal Senior Leadership
Physical RequirementsNormal Vision
Hearing/ Listening
Sitting
Talking/Speaking
Hand/Finger Dexterity
Walking
Standing
Driving - Automobile/truck/van
Work Environment : Office Environment
The information contained herein is not intended to be an all-inclusive list of the duties, responsibilities, skills and/or abilities.
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BenefitsWhen you join Amcor, you will have access to a comprehensive benefits and compensation package that includes:
- Medical, dental and vision plans
- Flexible time off, starting at 80 hours paid time per year for full-time salaried employees
- Company-paid holidays starting at 8 days per year and may vary by location
- Wellbeing program & Employee Assistance Program
- Health Savings Account/Flexible Spending Account
- Life insurance, AD&D, short-term & long-term disability, and voluntary benefits
- Paid Parental Leave
- Retirement Savings Plan with company match
- Tuition Reimbursement (dependent upon approval)
- Discretionary annual bonus program (initial eligibility dependent upon hire date)
