Key Account Manager (KAM)

Description:

At Saica Group, we are more than an organization; we are a community of more than 10.000 people in 11 countries committed to driving sustainable paper solutions for corrugated board and packaging while championing circularity in waste management. With our rich history spanning 80 years and our unwavering dedication to our mission and values, we invite you to be part of a journey that leaves a lasting impact.

By joining the Saica Group, you're choosing more than a job – you're choosing a purpose-driven career that aligns with your values. You'll collaborate with like-minded individuals to shape a sustainable future, making a meaningful contribution to our world.

This is your chance to grow with us from day one at our new, state-of-the-art facility in Anderson, Indiana.

The role:

To manage the relationship with the assigned customers in his geographical area according to the defined Account Plan guidelines, for maximizing volumes and margins and to obtain valuable information.

To coordinate, motivate and support the Account local correspondents of his area, optimizing the available resources.

Main Responsibilities:

Sales

• To participate in the definition, to implement and to execute in his/her geographical area the Customer´s Account Plan where the medium term strategy, goals and actions are described.
• To act as a conduit between SAICA PACK and the Customer´s national contacts to build agreement and commitment with the key customer stakeholders through the negotiation and business planning process.
• To manage, with the Sales Director the final Commercial and Contract negotiations for National Customers.
• To lead the Price renewal processes in his/her geographical area respecting SAICA PACK´s interests.
• To establish the annual sales forecast (volumes and prices) for the Customer assigned for his/her geographical area and plants concerned.

Saica Sales System (SSS)

• Improve the competitiveness and profitability of the Customers assigned through the implementation of optimization plans detailed in the Operational Master Plan (OMP) of each customer.
• Analyse the results of sales; margins and market share in his/her geographical area and implementation of action plans in coordination with the local correspondents and the Sales Director.
• Comply with and enforce communication procedures for securing a perfect alignment with all SPK stakeholders. Encourage the use of the business information systems of the company, to ensure maximum reliability of reporting for sound decision making.
• Monitoring and to analyse the Quality performance at his/her national level and to launch, if needed, the corrective action plans in coordination with the Account Quality Manager (AQM) or the countries quality organizations.

Innovation

• To support the activity of the Innovation Project Manager (National Customer) to fulfill customer expectations on Innovation.
• Monitoring and tracking the processes of new launches, trials, site approvals and first deliveries in his/her respective geographic area, and reporting to the Sales Director he results and incidences.

Marketing

• Collect and transmit to the Sales Director explicit and implicit needs of the client in order to build the most appropriate proactive solutions.
• Prepare and share with the Sales Director the annual cost forecast for marketing and communication initiatives.

Requirements:

Academic qualifications: University degree in Business / Marketing or technical area.

Professional experience:

• 3-5 years of sales management in the industrial consumer goods sectors.
• 2 years managing sales teams or National Accounts at Plant level.
• Candidates with corrugation industry experience are strongly preferred

SAICA, is an Equal Employment Opportunity Employer and is committed to diversity and inclusion in our workforce. All qualified applicants will receive consideration for employment without regard to the individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, gender expression and transgender status, physical or mental disability, genetic information, military or veteran status, ethnicity, citizenship, low-income status or any other status or characteristic protected by applicable law.