Job Details

Position Job Title: Global Key Account Manager

Business Group(BG): Amcor Flexibles Europe, Middle East & Africa

Business Unit: Sales & Marketing

Location: Open to flexible location in Europe

Line Manager’s Job Title: Regional Sales Director Nestlé Europe

Advertising Legal Entity: Amcor Group GmbH, Zurich/Switzerland

Work contract Legal Entity: Amcor Group GmbH, Zurich/Switzerland

Contract Type: Contract will be issued accordingly with legal requirements and

legal entity of the hiring country

Contract Length: Permanent

Job Purpose

As Global Key Account Manager, you will lead the strategic relationship with selected Nestlé EMEA segments, driving sustainable and profitable growth through strong customer intimacy and proactive account management. You will be responsible for developing, executing, and continuously refining account strategies to qualify, win, grow, and retain business, maximizing long-term value for both the customer and Amcor.

You will manage a high-value, complex account portfolio (>€35M), spanning multiple products, segments, and market sectors. Success in this role requires a deep understanding of customer needs—both stated and unstated—and the ability to position Amcor’s solutions as the preferred choice by clearly linking value to the customer’s business objectives.

A key focus will be to increase share of wallet, product value, volume, and gross contribution, while maintaining high levels of customer satisfaction and optimizing cost-to-serve. You will actively identify opportunities for innovation and expansion, both within existing business and in new segments, by building strong, trust-based relationships and creating new entry points.

This role requires a strong strategic mindset combined with excellent relationship-building skills to drive long-term partnerships, retain existing business, and unlock new growth opportunities.

We are open to home based candidates in Europe.

Job Dimensions & Scope

This EMEA key account lies within the Food and Beverage Industry. This position reports to the Regional Sales Director Nestlé Europe.

Principal Accountabilities

1.      Customer relationship management

• Build and maintain strong, long-term relationships with key decision-makers and influencers across functions (e.g., procurement, supply chain, operations, marketing, brand)
• Act as the central point of contact for the customer, ensuring effective communication, issue resolution, and identification of growth opportunities
• Develop a deep understanding of customer strategies, operations, and challenges to proactively identify value-creation opportunities
• Position and differentiate Amcor’s products and services, prepare focused value propositions targeting selected business opportunities and prepare position and value selling pitch to deliver proposals to customer
• Drive account growth by increasing share of wallet, expanding footprint, and introducing innovative solutions
• Lead and coordinate cross-functional teams (internal and external partners) to deliver a seamless customer experience
• Establish and execute a structured communication cadence, including regular reviews and strategic workshops
• Leverage customer data and insights to identify trends and unlock new growth opportunities
• Identify and develop new business segments within the account where Amcor has limited or no current presence
• Proactively build new relationships with relevant stakeholders to create entry points and establish Amcor as a trusted partner
• Define tailored value propositions to penetrate new areas and expand the overall account footprint

2.      Account management and outperforming targets

• Develop and execute a forward-looking account plan and strategy aligned with customer priorities and Amcor’s objectives (identify opportunities to develop relationship and grow Amcor’s position, share of wallet, sales and margin)
• Manage the sales pipeline across short- and mid-term opportunities, including innovation and new business development
• Monitor performance and profitability against targets, and drive corrective actions where needed
• Lead forecasting, budgeting, and strategic planning processes for the account
• Leverage ValuePlus tools and methodologies (Account Management, ANP, Value Selling, Contract Management, Salesforce, PMDB) to ensure disciplined execution

3.      Internal relationship management

• Build strong internal networks to support opportunity development and effective issue resolution
• Collaborate closely with Key Account Managers, Regional and Global Key Account Directors to ensure alignment with EKA account strategies, and agree key deliverables/targets within the account
• Share customer insights, market intelligence, and competitive activity to inform business decisions
• Promote best practice sharing across the organization to enhance customer satisfaction, retention, and overall performance. Make sure that good practices are shared within the different Amcor BGs.

MAJOR COMPLEXITY

Internal relationships:

• GKA Regional Director, GKA Global Director, VP Sales & Marketing, VP BU lead
• GKA, BUs central functions (Sales & Marketing, Value+, Finance, CE, Procurement, Operations and Supply Chain, Field Technical Service)
• Sales managers of other BGs
• Plant: general managers, supply chain, quality
• R&D and sustainability directors

External relationships:

• Customer: Procurement, R&D, Marketing, Supply Chain, Quality, Operations
• Marketing, PR agencies
• Market

Qualifications/Requirements

1. Formal Qualifications and Experience

• University degree or comparable education with a focus on sales or finance
• 5+ years of relevant sales manager experience with global customers
• Good knowledge of the packaging industry or large FMCG organizations is a plus
• Fluent English is required, other European language (French or German) is a plus

2.  Specific Skills and Abilities

• Strong customer focus; builds trusted, long-term relationships across global key accounts
• Skilled in account “farming”: driving growth through value creation, cross-selling, and partnership development
• Strategic and analytical; translates Voice Of Customer into actionable growth plans
• Effective stakeholder management across cultures and functions, engaging at multiple organizational levels
• Resilient, adaptable, and solution-oriented in dynamic environments
• Strong organizational and prioritization skills to manage complex accounts
• Collaborative, cross-functional team player with a results-driven mindset
• Willingness to travel around 30-50% of time for internal and external visits