European Key Account Manager

Company Overview

The company’s seven industry-leading segments leverage the unique group Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. The group is truly global with dedicated colleagues in operations around the world who thrive in the company’s unique, decentralized and entrepreneurial culture.

Our client, a division of the group, is a leading supplier of plastic-based multi-packaging systems for global beverage, beer and general products industries. Our customers demand maximum quality, exceptional value, market performances and innovation. We meet those demands by offering cost-effective minimal packaging responsive to environmental concerns that generate sustained margin contributions for our customers and major retailers.

 

Position Summary

As a key member of the global sales team, the European Key Account Manager (EKAM) reports to the Global Key Account Manager (Global KAM). This position is responsible for the overall management of key regional Consumer Packaged Goods account(s).

 

Primary Responsibilities

  • Sales Strategy
  • Develop a broad and deep base of customer relationships that translates into a trusted supplier status.
  • Understand customer landscape and competitive environment to develop compelling value propositions that drive value for both our customers and Hi-Cone.
  • Develop a long-term strategy to drive market penetration, increase market share and create long-term profitable growth.
  • Drive outside-in opportunities. Understand and anticipate customer/market trends and identify where sustainable opportunities exist.
  • Meet or exceed annual sales volume and revenue targets for key account(s).
  • Work with management towards the development of a robust strategic key account plan, used to direct activity to drive accelerated organic growth and sales funnel of opportunities.
  • Clearly communicate to the business via pre-call and call reports, market and competitive information, machine and consumable forecasting and responsible management of a territory expense budget.
  • Apply Enterprise Strategy Initiatives and group toolbox as required to accounts and products.
  • Become an expert in the global group Business Model to drive the growth strategy.
  • Coordinate with internal functions to ensure optimal customer support.

 

Sales Enablement

  • Provide continuous feedback to team members for development planning and performance management.
  • Provide clear communication within the company to other functions to ensure customer alignment.
  • Use effective change management skills to effectively to plan, implement and evaluate change.
  • Create strong internal network to improve engagement and drive business results.
  • Develop deep understanding of the group Business Model to maximize commercial impact.

 

Job Requirements

  • Bachelor’s degree is required; MBA is a plus.
  • Excellent Spanish & English speaking and writing skills required
  • Minimum of 3-5 years in sales or sales consultant role; experience with large and key account management, focused on market share.
  • Ability to analyze financial data and understand how it will drive success for your customers.
  • Able to build trust and act as a key advisor to external customers.
  • Experience with a system sell, long sales cycle, professional & consultative selling, strategic selling and customer/market analytics (understand market status with customers).
  • Experience with packaging equipment, operations, maintenance; FMCG retail or beverage industry is a plus.
  • Demonstrated ability to communicate and manage customer requirements to all levels, including plant managers, engineering, finance and marketing team members. Ability to interact with c-level personnel.
  • Must possess strong presentation skills and be able to communicate effectively in writing and orally across all audience levels.
  • Must be enthusiastic, tenacious, demonstrate resilience to commercial obstacles to find effective solutions for customers and possess high energy levels.
  • Can demonstrate organizational intelligence, be a team player and have the ability to self-schedule and prioritize based on the group Business Model.
  • The successful candidate will have integrity, a willingness to learn and a desire to win.
  • Experience with projects and time-based activities and deliver reports in a timely manner.
  • Able to demonstrate effective time-management skills and deliver reports on-time.
  • Required to travel between 50%-70% domestically.

 

The NJ Partnership operate exclusively within the packaging markets on a global scale, sourcing successful executives for inspiring jobs on a retained basis. If this role appeals to you, please contact Katharine Martins – katharine.martins@nj-partnership.com alternatively call us on 0044 113 323 0986

 

Group Human Resources Director – Italy

Company overview
This is a highly confidential senior level appointment has been mandated by a key player in the packaging sector. Due to marked and consistent organic growth, the company wishes to take the business forward into the future through a series of strategic international acquisitions; which has prompted the requirement for a multi-faceted and strategic HR function to enable this change. With current revenues of 100M they intend to double the turnover in the short to medium term with a robust and targeted growth plan. To move the model from a national export model to a globally operating positioning, this appointment is critical to the success of their planned expansion.

Specific responsibilities for this role – in partnership with the HR team who will report to this post – are to:

  • Spearhead global HR initiatives in the development and design of Human Resources strategies and programs to include: Talent Acquisition and Employment Branding; Total Rewards strategy; Talent Management and Development – Organizational Development, Succession planning and pipeline development, Career Planning and Development; HR Systems in the current environment and during periods of international M&A.
  • Build critical capabilities needed for the future. Identify gaps and take actions to resolve in collaboration with the board and HR. Facilitate talent rhythm. Ensure hiring goals are delivered. This will involve developing internal and external processes, facilitating assessment and selection of leadership talent for key roles, and developing high potential talent toward readiness for key executive positions. As well, this includes defining role-based readiness and development requirements to better prepare the workforce for future business imperatives
  • Support and guide international teams on their business and culture transformation journey including feedback and process monitoring and reporting. Coach teams on bringing cultural attributes and leadership principles to life and guide them through ongoing business evolution and changing ways of working.
  • Facilitate leadership effectiveness for the Leadership Teams. Diagnose current state LT effectiveness with the business at leadership level, and work with business leaders, HR leaders, and in-house resources to design and implement solutions. Provide executive coaching to leaders and leadership teams.
  • Identify, diagnose, and work with leaders and HR team to address key workforce opportunities such as retention, performance management and differentiation, employee readiness, overall manager capability, and other talent and organizational priorities.
  • Lead improvements in and enhancements to employee satisfaction and engagement and organizational health and effectiveness of the client organizations. Instill advanced change management effectiveness capability throughout the organization to make the most of organizational assets and strategic decisions.
  • Advance and drive diversity & inclusion efforts for the business by developing the existing approach and creating implementation plans.
  • On and off-boarding of employees, leaves of absence and other employee life-cycle related programs.
  • Promote continuous improvement in the development of the HR Operations team through leadership, guidance and education.
  • Provides advice, counsel and management of personnel and disciplinary actions; ensures all applicable laws are followed
  • Ensure HR compliance in all domestic and international jurisdictions.
  • Guide management and employee actions by researching, developing, writing and updating policies, procedures, methods and guidelines.
  • Promote and direct the organization’s use of HR system, processes, and programs through collaborative relationship management throughout the organization.
  • Manage HR interactions cross-functionally with other teams as necessary, including Payroll/Finance, IT, Legal, as well as other parts of the global HR Team.
  • Ensure our employees have access to the best benefits both domestically and internationally.

Required Skills

  • High degree of business acumen and people acumen/insights, and ability to influence business leaders at an executive level.
  • Demonstrated success spanning +7 years in leading others through change in a complex, matrixed, and global business and manufacturing environment. Professional HR experience, preferably within the manufacturing industry, with strong domain expertise in all areas of employment law, talent acquisition, talent management, change management, employee engagement, etc.
  • Depth in organization development/effectiveness and strong systems thinker.
  • Exceptional written and oral communication and group presentation skills. Adjusts the message to fit the audience.
  • Strong analytical capability to identify systems strengths and weaknesses, and use data to illuminate insights to drive action.
  • Experience partnering with wide network of clients and across HR to deliver effective business solutions.
  • BS/BA degree required, MBA or advanced degree in HR preferred.
  • Strong emotional intelligence, integrity, and pride in serving as an HR subject matter/technical expert.
  • Strong understanding of HR, Payroll, and Finance (as it relates to HR) business processes.
  • Strong employee relations experience involving Human Resource management and staff consultation, training and development and performance management.
  • Effective skills as a coach and counsellor to not only your HR staff, but also frontline management and employees.
  • The ability to move between strategic thinking and rolling-up your sleeves to tackle operational work.
  • Experience as a business thinker and problem solver able to make sound decisions.
  • Ability to build effective work relationships, influence behaviour, and manage change.
  • High degree of integrity and honesty; demonstrated ability to exercise confidentiality and neutrality in complex and sensitive situations.
  • Experience with global aspects of human resources including requirements and regulations in countries other than Italy.
  • Must be well organized, resourceful; effective and efficient at marshalling multiple resources to get things done; lays out tasks in sufficient detail to mark the trail; is able to get things done with less and in less time; can work on multiple tasks at once without losing track; foresees and plans around obstacles.

Personal Skills, Attributes, and Qualifications

Managing Vision and Purpose. Communicates a compelling and inspired vision or sense of core purpose; talks beyond today; talks about possibilities; is optimistic; creates mileposts and symbols to rally support behind the vision; makes the vision sharable by everyone; can inspire and motivate individuals, departments and organization.

Staff Leadership. Translates mission, vision, values into actionable goals and objectives. Provides adequate structure, direction and feedback. Creates environment where staff feel valued, respected and empowered. Shows appreciation for and rewards individual and group excellence. Demonstrates high standards of ethics and fairness. Takes appropriate risks and encourages staff to do the same. Works through conflict and insures productive resolution. Maintains confidentiality of private and sensitive information.

Communication. Cultivates a culture of openness and information sharing. Demonstrates integrity and honesty in all communication. Is willing to “speak the truth” and advocate positions even when unpopular. Provides constructive feedback. Avoids blaming others. Is an effective collaborator as well as protect confidentiality.

Job Knowledge and Skills. Possesses required knowledge and skills to successfully perform job. Rapidly embraces and applies new ideas and approaches where doing so adds value. Is innovative in approach and open to partnering with multiple stakeholders.

Customer Focus/Team Work. Develops and maintains adequate customer satisfaction levels with internal and external audiences. Demonstrates a bias toward service, quality and teamwork. Builds constructive and effective working relationships. Is committed to the success of all stakeholders.

Results Orientation. Knows how to get things done in an effective and efficient manner with available resources. Plans and prioritizes work, sets and accomplishes goals, and completes quality work on schedule. Maintains a sense of urgency in accomplishing work. Strives to improve company and individual performance. Transparent in sharing team successes as well as challenges in an effort to improve achieve KPI’s for the organization.

Leadership. Takes personal responsibility, leads by example and conscientious. Demonstrates initiative and is committed to and enthusiastic about achieving company success.

Business Acumen: Knows how business’s work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace

Decision Making. Makes timely and sound decisions based on a combination of analysis, experience and judgment. Consults others, as appropriate. Understands and takes into consideration how decisions impact others.

 

The NJ Partnership operate exclusively within the packaging markets on a global scale, sourcing successful executives for inspiring jobs. If this role appeals to you, please contact Charlie Brown on charlie.brown@nj-partnership.com – alternatively call us on +44 113 323 0984