Commercial Director Andean
Location : AF Lima, PE
Reports to : VP AF-Lima
Job Overview : Develop and implement the Andean commercial strategy that ensures the creation of a culture of profitable growth, guarantees business growth, and increases customer satisfaction. Generate a consolidated Andean commercial vision with proactive account management through account strategy and value proposals, guided by Amcor's sales toolkit, which also allows the generation of profitable sales with cost efficiency through continuous improvement.
Job Dimensions : Responsible for the budget assigned to Peru and Colombia.
Direct reports: Andean Business Development Manager, Andean Account Manager, Business Development Manager - Andean Proteins,
Commercial Finance Leader, and GKA Andean account executives.
Travel requirement: 25% - 50%
Principal Accountabilities :
Strategic:
- Ensure the design and implementation of the sales strategy together with the commercial leadership team of Peru and Colombia.
- Guarantee the development of profitable and sustainable growth of the business in the long term.
- Ensure the implementation of commercial excellence programs that generate value.
- Enhance our business capabilities by incorporating best practice tools and processes, allowing for a more proactive approach (KAM, Sales Force Effectiveness, contract management, tactical marketing, transactional pricing, customer service excellence).
- Guarantee the implementation of cost reduction strategies and increased business productivity.
- Promote, initiate, and manage new business development projects.
- Guarantee the design and execution of improvement actions related to customer satisfaction (VOC measurements).
- Benchmark to competition and define required actions/strategies.
- Ensure that customer forecasts are accurate, agreed upon, and implemented into the demand planning system.
- Work as a team with the Export Sales Management to guarantee profitable and sustainable growth in the target countries for the Andean cluster.
Development:
- Be the sponsor of the visit strategy and intervene in strategic negotiations.
- Promote the development of the team with a focus on improving their skills to capture, develop, and guarantee increased share in the market.
- Monitor business performance against target, both volume and margin, and coordinate corrective actions for sales programs, if necessary, to achieve target commitments.
- Define and guarantee compliance with the development activities of the team: development assessments, career plans, performance adjustments, recognition, training.
Forecasting and Cadence:
- Review and control the annual budget and monthly projection of Andean Cluster.
- Review and monitor the commercial proposals and closing of the Andean and Protein portfolio.
- Participate in the closing of agreements with strategic clients together with the corresponding commercial team.
Administrative:
- Comply with and promote Amcor's Safety Leadership principles.
- Promote compliance with the Internal Labor Regulations, the Internal Regulations for Safety, Health at Work, and Amcor's Safety standards.
- Promote compliance with the current BRCGS Packaging standard, BPM, and HARA.
Major challenges & complexities:
- Lead change management in implementing the business operating model.
- Implement a customer-centric mindset with a focus on segments.
- Work in a cross-functional environment.
- Aggressive competition.
- Tenders with important clients.
- Increased raw material costs.
Relationships:
Internal: All functions of AF-Lima and AF-Cali
- Internal areas: support management, follow up on commitments, sharing information, communicating customer expectations and requirements, entering orders, managing developments, managing complaints, and special services to customers.
External: Customers, Institutions, Auditors; among others.
- Purchasing managers and Presidents of companies: development and maintenance of business relationships.
- Customer Marketing Managers: share strategies and market information, and develop businesses together.
- Purchasing Managers and support staff: project demand, manage orders, resolve problems and concerns, define supply schemes, manage new product development.
- Technical and production staff of the client:
manage the validation of developments, address concerns and problems, advise the client on the use of Amcor products and services.
Qualifications/Requirements:
Required minimum experience of 10 years leading commercial teams in multinational, B2B, or mass consumption companies.
Education: Undergraduate with advanced degree highly desirable; top MBA preferred.
English and Spanish fluent speaker.
Skills/Abilities/Behaviour:
#J-18808-Ljbffr
