International Key Account Manager

Position Job Title: International Key Account Manager

Function: Sales & Marketing

Sub-Function: Sales

Location: Italy, France, UK

Line Manager's Job Title: Chief Commercial Officer

Contract Length: Permanent

About the Job

Join Guala Closures and you can be part of the team that makes closures for the world's most famous brands in the Wine, Spirits and Water business. Our commitment to sustainability is strong and concrete and is reflected in our strategy. With over 32 plants in all continents, we are a truly international company, maintaining our Italian roots.

Excellence, innovation, sustainability, diversity and inclusion are our core values that continue to inspire our ambition and commitment to sustainable growth.

We are always looking for unique and passionate people. Working at Guala Closures means having the opportunity to be part of an international world class leading organization, committed to innovating and investing in new sustainable closures solutions for the beverage industry.

About the Role

As International Key Account Manager you will manage the customer relationship with selected accounts at global level to maximize opportunities; qualify, win new projects, develop, and retain business.

You will ensure that the revenue benefits are maximized through a strong customer intimacy, proactive account management, preparation and execution of the account strategy and building of a long lasting positive relationship.

You will be responsible for developing sales growth with a better share allocation within current business, lowering sales costs and increasing customer satisfaction, this is to be achieved by identifying clearly the customer needs and selling our products and values as the right answer. One of your key goals will be to increase the sales of products value and volume, as well as improving the gross contribution.

In this role you will be responsible for global coordination of specific Key Account Managers of the account. You will manage from €20M to €75M of revenue, depending on the account, with high complexity (multiple products/businesses and brands in one or more countries). You will also manage and negotiate with central team global long-term contracts. Other than global coordination you could be responsible for regional management of the account depending on the geography.

Key Job Accountabilities

- Develop strong and solid one-to-one long-term relationships with key decision makers/ influencers.
- Create an account plan and strategy for profitable growth, that are forward looking. Agree them both internally and the customer, keep it up to date and execute it.
- Review, monitor, report at central level overall account Sales and Profitability
- Review, monitor report at central level overall SOW and its development
- Negotiate contracts in support to central Commercial and legal team
- Be the central point of contact between customer and Guala concerning feedback, problem solving, opportunities, if necessary, support the local teams' relations
- Be the central point of contact for the customer at BU level supporting fast internal decision making to enhance customer satisfaction and Guala overall profitability
- secure, manage, deepen, and widen the customer relationship, with the long-term focus of expanding the overall penetration and introducing innovative products and services
- Coordinate and facilitate the members of the 'cross-functional' virtual team, e.g. other partner or stakeholder organizations and 3rd party partners, in order to further develop the account
- Establish with the customer the frequency and channels for communication and deliver to it
- Organize regular account reviews with the customer
- Participate in customer specific workshops that allow to have insights in customers strategy, report back to different internal stakeholders as appropriate
- Use knowledge of customer daily operations & challenges to identify opportunities to grow the account
- Coordinate corrective actions to sales and marketing programs, if necessary, to achieve target commitments
- Strictly manage the short- & long-term sales funnel opportunities (innovation management)
- Build key relationships within our internal organization to ensure effective problem management/resolution channels
- Communicate internally key learning's from process, systems and sales resolutions to reduce customer dissatisfaction and churn. Make sure that good practices are shared within the different BU's for the specific account

Qualifications/Requirements

- Min. 5 years of relevant sales/account manager experience with global customers preferably in FMCG
- University degree or comparable education with a focus on sales.
- Fluent English and French - mandatory
- Strong Financial analysis skills, understanding of a P&L and Product costing
- Strong negotiation skills in a variety of cultures
- Ability to interact with a wide variety of cultures and functions both internally and externally
- Ability to quickly adapt to changing industry dynamics and redirect efforts
- Ability to work under pressure managing multiple priorities
- Analytical capability with a strategic mindset
- Goal oriented, ability to translate the strategy into actionable plans
- Creative problem solver
- Capable of working in a matrix organization
- Time Management (organization in managing daily activities)
- Translate Voice Of Customer into action
- Good project management skills
- Self-motivated, results driven and a passion for winning
- Willingness to travel around 30% to 50% of time

We welcome candidates of all genders, ages, and nationalities in compliance with relevant laws.