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Global Account Director

Aptar

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Nw, DE
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Job Description

As posted by the hiring company

Job Overview:

Notice of Job Opportunity

Global Account Director (GAD) - Estee Lauder Companies

Reports to: VP, Global Accounts

Location: remote position within North America; greater NY metro area strongly preferred

Role definition

Global Account Leader with the primary responsibility to drive sales growth and margin improvement through the development and execution of our Global Account Strategic Plan for the Estee Lauder Companies.

The GAD’s mission is to work with our Regional Account Teams and our Customer to establish a collaborative, joint value proposition and road map that will enable both parties to reach short term (2-3 years) and long term (5 year plan) targets measured against mutually agreed KPI’s. The GAD will lead the account plan and strategy development process, coordinating with Commercial Excellence, and aligned with the VP of Global Accounts and Global Leadership Team B+H. This position is responsible for the development and execution of the road map in conjunction with their defined Global Account Team.

This position has a level of visibility and influence both inside as outside the Organization.

KEY RESPONSIBILITIES

Account Strategy/Account Management

  • Responsible for achieving targeted growth in co-operation with Regional Account Teams
  • Develop your team’s focus on business development and ensure your team has the right mix of maintaining business vs hunting for new business.
  • Secure the long term growth of your client in line with the Segment growth guidance
  • Preparation of 5 year strategic plan with Regional Account Teams and key stakeholders across the group and seek alignment and approval by the regional Presidents (with annual strategy check); ensure cross-functional involvement, buy-in and ownership. Actively involve the client in the development and execution of our five-year plan including presenting the final plan to the client to solicit buy in/approval.
  • Works with account team and Regional Team in developing regional/global action plans, monitors progress
  • Ensure your account team captures accurately and timeline all pipeline activity on C4C
  • Use C4C for your weekly/monthly pipeline calls with your team
  • Encourage the use of C4C for extracting management information and use it as a single source of truth.
  • Support the GMI team in Strategy Development and Execution including the identification of potential opportunities for development collaboration with customers
  • Prepare with the client the annual global review
  • Oversee successful execution of customer specific plans
  • Organize and lead the Global account team meeting at the relevant interval including budget review
  • Ensure that Aptar is leveraging the success across the regions
  • Partnering with the GMI Team, identify the client’s needs and support the sale of Aptar’s innovation to the customer
  • Resolve conflicts between alternative products, production locations and escalates as appropriate
  • In case of critical issues, ensure appropriate response and corrective actions is in place.
  • Own the timely development of the relevant client account budget and gain alignment from the Regional leadership incl. CAPEX
  • Bring client and markets insights to the business to influence and/or support the development of Aptar’s acquisitions or green field strategy.
  • Develop a network of contacts within the client base and assign relationship owners within Aptar at all levels (stakeholder mapping ownership).

Contractual Relations/Legal

  • Contract management and compliance; guaranteeing that all contractual obligations are met.

Commercial Negotiations

  • Own the development of the appropriate negotiation strategy to drive improvement on conversion rates including the creation of cross functional Pitch Teams to drive the creation of successful value propositions
  • Validate the appropriate offers with the Regional head of sales to secure the business
  • With the support of the VP Global Accounts lead the negotiations for global contract and significant business
  • Agree with relevant stakeholders any commercial concessions (i.e. prices, terms, inventory)
  • Ensure the G15 process is adhered to for all relevant offers made to the customer under your responsibility

Resource Management

  • Lead through a combination of matrix and/or direct reports the global resources responsible for delivering and executing the activity with Global Clients.
  • Develop in line with the Regional head of sales the account team’s objectives and monitor the achievement of the results
  • Coordinate the account team activities with the Regional head of sales
  • Provide Verbatim input to the account team’s annual performance appraisal

Reporting

  • With the appropriate financial person put in place the system on a monthly basis to analyze the financial results.
  • Deliver on the reporting requirements (monthly, quarterly and annually)

Clients

  • This role will be responsible for Estee Lauder Companies
  • Customer assignment always subject to change, and generally GAD role should be capable to manage up to 3 client accounts with global scope and complexity.

EDUCATION

Required: College or university degree; MBA an advantage

Languages: English; in addition, client language preferred

Others: General Management experience in the context of a Global Business a preference

E

EXPERIENCE/ABILITIES

      • Proven ability to lead in a matrix base organisation
      • Proven leadership capabilities.
      • Team player
      • Proven ability to work across functions internally and at the client
      • Strong experience in selling and in the management of global contracts
      • Ability to work within a multi-cultural environment.
      • Fluency in the language of the client
      • Good communicator at all levels of the organisation
      • Experience in working directly with multinational clients.
      • Experience in working with cross-country teams.
      • P&L understanding

OBJECTIVES

      • Revenue targets (year on year growth)
      • Profit improvement
      • Strategy Planning
      • Develop a communication model to ensure all relevant segments and functions are informed
      • Lead the development of the Global KAM team and MOS (Management Operating System)
      • Identify talent and support their development, ensure a succession plan to grow the next generation GAD

REPORTING STRUCTURE AND GEOGRAPHIC POSITION

  • Reports to Vice President, Global Accounts
  • Role is global in scope, but strong preference for role to be NA (greater NY metro area) based on client concentration and decision making weighted to this location.