Key Account Manager

At Graphic Packaging International (NYSE: GPK), we produce the box you may have poured your child’s cereal from this morning, the microwaveable tray that heated your lunch, the paper cup that held your coffee throughout the day, and the carrier of those bottles of craft beer you may enjoy tonight! 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 care products. Headquartered in Atlanta, Georgia, we are a team of collaborative, innovative, passionate individuals who are committed to providing consumer packaging that makes a world of difference.

With 18,000+ employees working in more than 70 locations in North and South America, Europe and the Pacific Rim, we strive to be an environmentally responsible leader 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.

Job Purpose

• Successfully managing existing key accounts and targeting new key accounts within agreed budget and defined strategy implementing this strategy across all involved sites at GPI with respective team members.
• Able to make a 3-5 year key account plan covering all aspects of a strategic business development plan.
• Lead key growth initiatives for these specific accounts while establishing internally an organization that contributes to the growth and reflects the need of the customer.
• Develop and commercialize solutions that create superior financial returns and meet the changing needs of the market place and/or the key account.

Outcomes

• Identify and develop potential new solutions and ideas to the key account in all areas of business (innovation, cost saving, process optimization).
• Coordinate new profitable growth programs to drive successful business performance.
• Consolidate and Increase GPI’s portfolio at key accounts.
• Able to create new key accounts.
• Establish long term relationship and contracts between GPI and the customer

Key Responsibilities

• Responsible for a group of customers
• Defining 3 year strategy plan for customer (segments, region, requirements)
• Full P&L responsibility for customer
• The use of both standard and nonstandard contract terms
• An excellent understanding of the company products and applications
• A medium to long term sales cycle
• Drive the new and existing customer’s technical solutions to create growth in their business.
• Identify and evaluate new client projects and present update to management team on a regular basis.
• Collaborate and co-ordinate the execution of new business with internal stakeholders and provide assistance in optimizing the client relationship.
• Collaborate and discuss developments with senior management and commercial teams during the sales and proposal process.
• Provide sales plans, forecasts and results.
• Report in a logical, structured and in time way.
• Take care of managing the agreed network capital parameters with customers.
• Take care of proper problem solving in case of problems/challenges.

REQUIRED QUALIFICATIONS

• At least 3 years of experience in account management
• Previous experience in packaging or similar manufacturing environment
• Proven track records of increasing sales year on year.
• Technical experience with manufacturing equipment desirable
• Business qualification, Degree or HND or equivalent

DESIRED QUALIFICATIONS

• Good technical understanding of manufacturing processes and equipment.
• Able to communicate with confidence and knowledge on GPI products, machinery and service.
• Excellent attention to detail and disciplined project management skills.
• Exceptional customer communication and presentation skills.

GROWTH BEHAVIORS

Collaboration

Drive for Results

Empowerment

Innovation

Rational Risks