Global Key Account Manager

**Position Summary**

To strengthen the customer relationship and commercial position, drive profitable growth and increase the share of wallet with our Global Accounts in given region

To lead strategic alignment process with customer

To lead, coach and develop global KA Team in given region

To develop and execute the Key Account Plan/s for the account portfolio in given region

To bring competitive advantage

**Key responsibility areas**

1. Develop joint Key Account Plan with Customer around the business opportunities in the region

a. Identify relevant needs and trends important to be able to grow the Key Account(s)

b. Ensure full understanding of the Key Account(s), competitors and market dynamics affecting the Key Account

c. Formulate the Key Account Plan with regards to growth, profitability development and relationship

2. Develop new business opportunities for the Key Account in the region

a. Drive New Product Development for the Key Account(s) in cooperation with the Category Director, the NPD team and business units.

2/3

b. Identify and develop new business opportunities across Huhtamaki segments, regions and business units

c. Manage major tenders and quotations, and act as a project leader throughout the process all the way through to implementation of new business.

3. Set and achieve the financial objectives for the Key Account(s) in the region

a. Set and agree financial objectives, split by market and unit in close cooperation with Flexible Packaging management and local units.

b. Monitor the performance vs set targets and proactively address the key issues to ensure that financial objectives are met

4. Develop customers relationships of the Key Account(s) in the region

a. Establish a mutually agreed partnership, with an agreed cooperation structure and contractual terms

b. Foster customer satisfaction through various proactive activities, making sure Huhtamaki is always easy to reach, and acts in a timely and professional manner

c. Build strong relationships with all relevant functions within the Key Account(s) organization involving relevant members from the Flexible Packaging organization, understanding the dimension of the decision-makers and influencers.

d. Organize and lead any strategic/business review meeting with the customer

e. Regularly seek feedback, review performance and make sure to constantly improve the Customer’s perception of the cooperation.

5. Lead the cross functional Key Account team(s) in the region

a. Drive improvement activities through the identified cross functional KAM team(s)

b. Guide, coach and develop KA team members

c. Provide support in any Key Account related issues, quality, capacity, price, etc.

d. Monitor the level of activity on a local level

6. Responsible for reporting and communication internally and towards the customer

a. Communicate and review the set Key Account Plan(s) with the relevant audience

b. Provide regular Key Account reporting following agreed guidelines, internally and externally

c. Share and inform about customer information with relevant internal functions

d. Ensure compliance of contractual terms

e. Maintain all customer information and activities in the CRM tool

f. Communicate, coordinate and drive any price changes and upcoming tenders

7. Coordinate and be the first point of contact for the Key Account in all related matters

8. Ensure joint strategic alignment with Global Account in the region

**Key Performance Indicators**:
a. Sales growth/ sales budget fulfillment

b. Increase of share of wallet

c. Profitability development

d. New and incremental business development with Global Key Account

e. Cross functional team effectiveness

f. Key Account plan fulfillment

g. Customer satisfaction; Supplier Performance Index development

3/3

h. Identified personal objectives

**Key points of contacts/stakeholders**

Externally

a. Key account’s Global org. (on different levels: Senior Management, Supply Chain, Category and Packaging management, QC, Marketing etc)

b. Key account’s local organizations as necessary

c. Other relevant parties important for the Key account cooperation

Internally

a. Flexible Packaging Segment, Region and Unit management

b. Other Huhtamaki Segment representatives for Key account coordination

c. Foodservice Category directors, NPD team, QA and other group functions

d. Local KAM’s

e. Local Business Unit functions

Profile, competencies and experience
- Leader with well-developed business acumen
- Proven experience in developing and implementing account strategies that will lead to sustainable revenue and profit growth for the business.
- Experience in leading growth that will deliver substantial revenue across multiple product areas and markets.
- Strong project management skills
- Ability to build robust working processes and alignment across different geographies within the account and internally.
- Ability to establish, maintain and influence effective working rel