Strategic Account Manager LPM New Zealand

The Strategic Account Manager builds business at allocated customers seeks new business and supports the overall New Zealand Business. This position is responsible for: 1) driving sales driving Throughput and overall profitability of the NZ business to achieve targeted business objectives and plans   2) maintaining customer service policies and procedures and 3) providing market perspective and competitive intelligence. 4) creating and closing end user driven growth opportunities. This position is responsible for achieving optimum budgeted sales for allocated customers consistent with budgeted profit and selling expenses.

The Strategic Account Manager is expected to spend an appropriate amount of their time in the field to address customer and account management opportunities and issues.

YOUR RESPONSIBILITIES WILL INCLUDE:

Account Management / Business Development

• Responsible for all account activities related to their allocated clients / customers. Call on major accounts to cultivate relationships identify opportunities and increase sales. 

• Develop sales plans and budgets for achieving sales goals.

• To support the Business leadership with major customers and building strategic objectives which include new product portfolio new pricing and packaging innovations. 

• Contribute inputs to the country AOP for share gain and incremental growth. 

• Establish pricing programs and strategies. Secure optimum product positioning within target accounts - new products price terms bonus discounts and service.

• Uncover and assess customer needs and develop and execute Value Proposition 

• Conduct regular scorecard reviews and coordinate LST and functional participation as appropriate.

• Sell and negotiate supply agreements value added services. Manage Price and Mix if required

• Initiates problem solving for issues at accounts

• Evaluate and negotiate commercial complaints as necessary 

• Work with the Marketing team to plan and implement the organizations product line national sales programs.

• Responsible for Accounts Receivable in area own the Receivables monitor Receivables and take preventative and/or corrective action as necessary

• Identify and lead commercial actions to identify new opportunities to new growth opportunities at targeted end users 

• Salesforce effectiveness : effective use of CRM for improved salesforce capability

VOC for Customers

• Understand and communicate customer and end-user needs and wants enabling insight to translate to action. 

• Identify medium/long term trends that the Customer will focus on / investments that Customer is planning / implementing and impact to Avery Dennison. 

• Co-ordinate the identification and development of new solutions (product / service) for Customer based on strategic direction of customer

• Maintain alignment with Service & Logistics and Customer Service on service performance quality capacity/stocks and customer satisfaction.

• Ensure a reliable sales and demand forecast for supply chain and financial planning.

• Source and communicate market perspective and competitive intelligence.

• Navigate complex problems and structures to determine the best solutions for customer needs.

People Management/Development

• Act as a leader within the NZ business partner with the New Zealand team to achieve individual and business goals

• Drive employee engagement and culture within the NZ team assisting with coordination of staff events and activities

• Model and promote the Corporations Code of Business Conduct Ethics and Values.

Qualifications :

• Minimum of 5 years Sales and or Account Management experience

• Bachelors degree desired but not essential

• Product and Technical Knowledge 

• Industry End-user & Market Knowledge

• Demonstrated experience in forecasting and meeting Goals

• Only applicants with a current and relevant right to work in New Zealand will be considered.

Sales Competencies:

• Product and Technical Knowledge 

• Industry End-user & Market Knowledge

• Forecast Sales and meet Goals

• Sales Negotiations Skill SPIN Aligning value Miller Heiman

Technical Competencies:

• Product Knowledge

• Application Assessment & Product Recommendations

• Troubleshooting Root Cause Analysis & Quality Systems

• Converting & Application Knowledge highly regarded

Additional Information :

Our Values

• Integrity

• Courage

• External focus

• Diversity 

• Sustainability 

• Innovation

• Teamwork

• Excellence

AVERY DENNISON IS AN EQUAL EMPLOYMENT OPPORTUNITY PROVIDER

Remote Work :

No

Employment Type :

Full-time