The Key Account Manager (KAM) is part of the Global National Packaging Sales Team. The KAM will manage and coordinate relationship with designated CBU and National Account customers in North America, involving and partnering with key stakeholders. One will report on results, escalate issues and propose action plans to close the gaps. Drive improvements in ways of working, identify and define project pipeline in support of the following geographical region: Philadelphia, DC, Baltimore, Charlotte, Raleigh, and Atlanta markets.

Key Accountabilities:

North American sales coordination

Support and coordinate with local plants in relation with specific account development (projects, CII, NPDs…) and facilitate local networks.

 

Link with designated CBU local contacts at country level (LPR, R&D, technical team, BD) and be recognized as North American coordinator

 

Support local contacts in price level definition if needed.

 

Track and align strategy to improve customer satisfaction (lead times, quality, with local KAM’s

 

Co-ordinate region on consistent approach for budget, report on gaps.

 

Report on country results in terms of Sales, Margin Recovery, Projects (KPIs) at both local and regional level.

 

Provide support to all North American customer plants with local “servicing reps” providing strategic direction

Designated CBU or National Account Single point of contact

Be the single point of contact for CBU or National Account - Harmonize DS Smith communication using best practice

Develop the network within CBU/National Account (Procurement, R&D, Marketing, Supply…) for North America

 

Manage and report on projects for the NA region

 

Support Cross Country projects and communication with Strategic lead

 

Project Manager for allocated projects

Full responsibility for on time, in full project completion

 

Reporting on progress, achievements and escalating issues for early decision making and risk mitigation

Value

Quantify benefits for DSS and savings for CBU/National Acct and ensure value recognition.

 

Regularly report on results & identify gaps and set actions to close the gaps in coordination with CBU team

 

Ensure that DSS are getting best value from work mix supplied

People

Set and agree local account plans with plant to plant managers in conjunction with North America servicing reps

 

Monthly reviews with Local Account Managers, Plant Management and Regional GM on performance

 

 

Main KPIs

Financial Responsibility/KPIs

1.    Implementing TCO projects that are recognized as providing specified value to CBU/National Account for the Category

2.    Track and report KPI’s – OTIF/Quality etc.

3.    On time and in full project implementation (in line with budget)

4.    Account local profitability follow-up / management

 

Customer

1.    Communicate and agree on project value with CBU/National Account

2.    Proactive project offer

3.    Manage customer service level (crisis management, KPIs …)

 

 

Person Specification (minimum requirements)

Education & Certifications

·       Bachelors Degree

Job Specific Technical Requirements

·       IT/Excel Literate

·       Understanding of DS Smith Principles and tools

Experience

 

 

·       Project Management

·       Experience in Sales/Account Management or Procurement

Soft skills

·       Good communication and presentation skills – “make it simple”

·       Inter-personal skills (functional management)

·       Tenacity

·       Rigorous

·       Organized