Regional Account Manager - Dairy

Join Amcor and you can be part of the team that makes the packaging of the future better for people and our planet.

Here at Amcor, we work together every day to make a positive impact on the lives of millions of people across the globe by providing packaging for essential products, including food, beverages, pharmaceutical, medical, home and personal-care.
We are sustainability leaders in our industry. We are the first global packaging company to commit to make all our products recyclable or reusable by 2025.
Our products are vital to support the lives of millions of people across the globe every day.

We are always looking for talented and passionate individuals who are motivated to make a difference. Working at Amcor means you will have a unique opportunity to be a part of an organisation that is committed to innovating and driving new solutions to create more sustainable packaging solutions.
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At Amcor Rigid Packaging (ARP), our teams are focused on developing and making plastic bottles and jars that create a unique experience and are better for the environment. Our bottles and jars are primarily made from PET (polyethylene terephthalate), which has rapidly become the world's preferred packaging material. PET is lightweight, shatterproof, recloseable, resealable, reusable and infinitely recyclable*.

With approximately 6,000 people across about 50 manufacturing operations in 11 countries and an annual revenue of US$2.9 Billion, ARP provides rigid packaging solutions to the beverage, pharmaceutical, food, and home and personal care segments.

Learn more about the many benefits of PET bottles here.
*with existing technologies including chemical recycling

Amcor is a global leader in developing and producing responsible packaging for food, beverage, pharmaceutical, medical, home- and personal-care, and other products. Amcor works with leading companies around the world to protect their products and the people who rely on them, differentiate brands, and improve value chains through a range of flexible and rigid packaging, specialty cartons, closures, and services. The company is focused on making packaging that is increasingly light-weighted, recyclable and reusable, and made using a rising amount of recycled content. Around 50,000 Amcor people generate US$13 billion in sales from operations that span about 250 locations in 40-plus countries. NYSE: AMCR; ASX: AMC
Amcor Rigid Packaging
Regional Account Manager - Dairy
Ann Arbor, MI
Position Overview:
To understand Business Development and specifically dairy processing applications and equipment, provide leadership and technical expertise within processing and packaging areas, and translate gaps and needs of fluid dairy brand-owners and co-packers into actionable strategies for Amcor. This work will generate incremental revenue and profit by offering product and service solutions in targeted segments and increase penetration of the total addressable market. This position will be market / customer facing and will be responsible for implementing the Business Development strategies.

Essential Responsibilities and Duties:

• Deliver revenue growth and profit generated from direct penetration of dairy markets
• Develop value proposition and selling tools for the Commercial Team
• Build a strong external network consisting of key influencers and collaborators within the industry. Areas of focus to include Copackers and Contract Fillers, Aseptic OEMs, (GEA Procomac, JBT Stork, Shibuya-Hoppmann, Sidel), regulatory (IMS), industry associations (IDFA, DMI), and senior decision makers at targeted accounts
• Serve as subject matter expert assisting the Marketing Team for market sizing, market trends and dynamics, and competitive analysis
• Lead cross-functional team on the development and implementation of defined strategy (technology, product management, commercial) for the market and targeted segments
• Work closely with R&D (Product Development & Innovation) to support the development of multi-year product plan
• Work closely with the Sales Team (Regional Business & National Accounts) to engage customers commercially
• Collaborate with the Diversified Products team on Dairy Strategy to ensure maximized share of wallet for Amcor Rigid Plastics within broad portfolio accounts

Business and strategy development:

• Work cross functionally to create strategies for each segment, including: Benchmarking of current state: customers, competitors, channels, products, needs analysis and competitive position for each segment
• Understand market trends, drivers & dynamics, and for fulfilling communication needs. Work to promote new products and gain exposure within target markets
• Establish pricing strategies with coherent value proposition and selling rationale which allows sales to maximize price benefit. Work with finance team on improving speed of quoting
• Engage with commercial organization on opportunity development with product solutions and segment value proposition
• Responsible for bottom up strategic planning and budgeting process for key segments including all financial analysis
• Drive new business development opportunities that lead the category into adjacent markets, technologies, or supply options
• Significant involvement in the innovation process as it relates to respective market segments resulting in commercialization of differentiated technologies
• Ability to translate research conclusions into actionable business concepts and plans for broader review and discussion
• Employ strategic marketing processes to provide market segmentation analysis, consumer insights, needs assessment, and technology scan with the ability to synthesize the information into a "where to play" portfolio
• Ability to develop business plans (including, but not limited to) including financial analysis, competitive analysis and value proposition
• Competitive analysis that includes overall business analysis, technology platforms, cost to produce scenarios and general strategic direction

Research:

• Gather, develop and analyze research data (e.g. quantitative and qualitative) regarding new business opportunities (i.e. customers, consumer research, focus groups, internal resources, third party vendors, co-packers, etc.)
• Gather, develop and analyze market trends and industry data from external sources and databases (i.e. IRI, Euromonitor, Government Stats, Industry published reports, etc.). This role will be responsible for evaluating and recommending market research options
• Compile organized libraries and databases of research. Ensure these databases are current, accurate and accessible
• Ability to present data to executive team with conclusions through compelling presentations

Qualifications:

• Bachelor's degree in a related field; Packaging or Dairy focus desired
• MBA or Master's degree preferred
• 7 years' experience in developing industry value assessment and executing on strategic business development and growth opportunities
• 5 of these years should be in the fluid/liquid dairy industry with experience in filling types (pasteurized, extended shelf life, ultra-high temp, aseptic) and equipment
• Experience with material conversion strategies (HDPE to PET, paper and glass to plastic)
• Experience with rigid plastics (PET, HDPE) - systems, supply chain, technical, manufacturing, processes

• UHT Pasteurization and Aseptic Filling experience a plus
• Proven ability to develop and execute strategic growth plans
• Ability to lead, motivate, and inspire cross-functional teams
• Critical and creative thinker with strong problem-solving skills
• Strong communication skills, internally with executives and externally with customers
• Must possess a high level of energy and passion for growth
• Must have proven track record of commercial success
• Must have ability to travel 35%

Competencies:

Amcor Leadership Framework Competencies
Core Competencies:

• Customer Focus
• Learning on the Fly
• Interpersonal Savvy
• Drive for Results

3-5 Applicable ALF Competencies:
Managerial Courage
Influencing Others
Functional/Technical Skills
Business Acumen

Relationships:

• External ARPNA customers
• Represent ARPNA at professional organizations
• Internal interface with ARPNA Leadership
• Commercial and Finance team liaison

ADA Requirements:

Physical Requirements
☒Normal Vision
☐Distant Vision
☐Near Vision
☒Hearing/ Listening
☒ Sitting
☒Talking/Speaking
☐Hand/Finger Dexterity
☒ Walking
☒Standing
☐Stooping
☐Pushing/Pulling
☐Bending
☐Kneeling
☐Climbing
☐Lifting (50+ pounds)
☐Carrying (50+ pounds)
☐Driving- Forklift
☐Lifting ( ☐Carrying ( ☐Driving - Automobile/truck/van

Other Physical Requirements: N/A

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...... click apply for full job details