Account Manager Pharma, Health & Consumer Packaging, Mexico

Date: Oct 2, 2022

Location: Mexico City, MX

Company: Klöckner Pentaplast

Purpose of the job:    
Accountable for representing Kp Films as the primary face to the customer, driving growth and product strategy and pilot project management. Defining long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates, closes business deals and maintains extensive market knowledge.
 

Tasks and responsibilities:

•    Develop and manage relationships with existing and new customers, expanding the reach and richness of our customer intimacy.
•    Broaden our understanding of our customer’s business and strengthen the value of these relationships by nurturing peer-peer dialogue in areas such as purchasing, supply chain, quality, operations, engineering, marketing, and business development. In this     

     manner, establish current Relationship Maps for all assigned and acquired customers.
•    Compliment the Relationship Map with market, industry and customer research being diligent at understanding key goals and strategies surrounding finance, operations, product and patient acquisition.
•    Equally, build strong, productive, and respectful relationships with internal peers and support roles. Strike the right balance of driving urgency while also demonstrating a two-way interaction.
•    Quickly build a working understanding of the Pharma, Medical Device and Consumer Packaging product portfolios, service offerings, application requirements, manufacturing process and quality/regulatory requirements pertaining to our value proposition. Having a

     desire to understand a moderate level of technical knowledge pertaining to our products and applications is critical to success.
•    Develop value alignment with customers and prospects to expand on areas of differentiation, while offering insight for continuous improvement in areas of value gap.
•    Build a deep and quality project pipeline with customers in territory. Manage this pipeline through accurate and timely documentation within our CRM: view this as a constant source of truth within your territory.
•    Maintain a sense of urgency in advancing projects from inception through to close-win, leveraging the internal relationships/resources needed for this team effort.
•    Demonstrate negotiation skills to maximize growth of volume and profit while also sustaining long term relationships with customers and their personnel.
•    Manage assign book of business, OE and OB with financial savvy. Achieving one’s monthly budgeted volume and profit are quintessential. Become proficient at using various systems to understand one’s order book and monthly performance to maximize goal         

     achievement.
•    As a means to maximize profit, manage pricing and required price adjustments (supported by sales controlling) for customers within your territory. Apply such requirements through negotiation, achieving our best position while retaining the customer relationship and

     business.
•    Be aware of, and responsive to market conditions, competitive pricing and strategy and analyzing competitor activity. Communicate such information to management to support strategic decisions.
•    Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking and responding to internal lead generation.
•    Travel as needed, both within your territory and outside for value-stream or marketing purposes. Do so, conscious of the need to manage expenses and time effectively.

 

Knowledge:
•    Engineering Degree/education with min. experience of 4 – 8 years in sales of highly sophisticated products, preferably in the packaging industries for Pharma, Medical Device and Consumer Packaging markets
•    Working knowledge of polymers and related conversion capabilities (calendaring, extrusion, lamination, etc.)
•    Demonstrated expertise around the design and implementation of a disciplined sales plan and process
•    Ability to communicate and work effectively in a team environment with problem solving mind set
•    Computer skills, MS Office, SAP and SalesForce knowledge advantageous
•    Excellent presentation skills
•    Financial skills sufficient to evaluate the business implications of customer related decisions.
•    A highly organized nature, able to self-manage with excellent time management skills and the ability to make decisions
•    Ability to manage for aggressive growth with a strong sense of urgency
•    Self-motivated, persistent, hungry for success, winning mentality
•    Independent results-driven individual
•    Challenger, able to motivate customers, challenge ideas, and build constructive relationships
 

Leadership: 
The position has no direct reports