Sales Director

Job Description

The Sales Director is directly responsible for the sales, growth, customer satisfaction and gross contributions results within the assigned geographic scope and product portfolio. Holds direct management of the sales director team. The job holder will be responsible for transformational leadership on identifying strategic channel capability, unlocking value at new and existing customers while assessing talent capabilities to meet the AOP.

This individual will demonstrate growth in the segment and instill commercial excellence within downstream teams. The Sales Director will have an intentional focus on talent development, management and succession planning.

Key deliverables and performance indicators:

• Unlock value with new and existing customers and instill the behaviors within the broad organization, demonstrating the ability to manage the portfolio (trade up and trade out).
• A commitment to talent excellence; experience leading high performing teams, outperforming expectations, both directly and indirectly.
• Strategic mindset: integrate market data, competition, trends, and other factors to develop a commercial strategy in alignment with the BU strategy while evaluating distribution strategies to grow top line.
• Net sales.
• Team performance and development.
• Strong value proposition with customers.

• Establish, in conjunction with the business management, the sales, growth and margin targets as part of the operating plan and forecast processes with high degree of accuracy.
• Monitor business performance against targets.
• Coordinate any required corrective actions to sales programs and/or processes as necessary to achieve such sales targets.
• Identify and execute continuous improvement initiatives to lower the sales cost and maximize overall contribution.

• Plan, control, and direct activities of the sales force to obtain maximum time efficiency and prioritization, sales volume, growth and contribution.
• Appraise existing sales performance and direct the sales programs and objectives within the region.
• Ensure the sales team is trained to perform their jobs effectively, and appropriately manage talent of team to maintain high performance levels.
• Ensure consistent delivery of “One Amcor Way” as per the Value Plus Commercial Excellence Program.
• Provide senior management with regular business updates and courses of action.
• Facilitate integrated/cross‑business decisions on sales and marketing to optimize for Amcor, not the individual business.

• Lead, develop, engage, motivate, and assign people to appropriate tasks; ensure career development and succession planning is in place.
• Be responsible for achieving and maintaining strong team performance, managing the individual KPIs, and addressing gaps effectively.
• Implement commercial excellence programs and principles with the Sales team.
• Model Amcor’s values in all internal and external dealings, exhibiting desired behaviours and approaches in all business activities.

• Oversee development and management of account plans for several strategic and/or global key accounts.
• Understand and develop relationships with key decision makers.
• Maintain strong, proactive relationships with strategic/key account customers that result in win situations.
• Define customer satisfaction KPIs for key accounts.

• Customer Focus
• Pricing & Negotiations
• Delivers Results
• Prospecting and Pipeline Development
• Sets priorities and drives results
• Communication & Relationship Building
• Influencing Others
• Managing & measuring work
• Engages People and Teams
• Attracts and develops talent

• Education:
  
  University degree in a relevant field; MBA preferred.
• 10+ years of progressive experience in commercial or adjacent roles in a complex industry (ideally food/healthcare packaging).
• Successful leadership and management in national and regional accounts with proven strategies to grow the top line, develop a channel strategy, and demonstrate customer profitability.
• Leadership of a complex organizational structure with small, medium, and large…