Global Key Account Manager

3 semanas atrás

Sao Paulo, Brasil Ball Corporation Tempo inteiro

When you join Ball you belong to a team of over 22,000 members worldwide. From infinitely recyclable aluminum cans, cups, and aerosol bottles, to aerospace solutions that enable our customers to have a deeper understanding of our planet and the universe.
Each of us has a deep commitment to diversity and inclusion which is the foundation of our culture of belonging.
Everyone at Ball is making a difference by doing what we love. Because what we create may change, but what we will always make is a difference.

**TOGETHER, WE WANT TO BUILD A SUSTAINABLE FUTURE, AND FOR THAT...**

**TO ACHIEVE EXTRAORDINARY THINGS TOGETHER, YOU WILL BE RESPONSIBLE FOR**:
1. Develops a deep understanding of the customers’ business, markets, needs and expectations and Ball's competitive position. Develops (and leads the KA Team in implementing) long range commercial strategy in line with global and regional strategy, including identifying and presenting opportunities for value growth (new business) & initiatives (current business).
2. Contributes on behalf of GKA in regional strategy development and strategic planning process, including identifying and presenting opportunities for footprint growth (capital projects) and strategic Ball-customer joint initiatives (sustainability, innovation, sourcing).
3. Represent GKA in regional strategic projects, such as Contract Lifecycle Management, Customer Segmentation, Customer Experience, and Customer Scorecard.
4. Applies consistent ‘One Ball’ approach to customer contract negotiations across regions by aligning with defined global customer strategy. Where applicable for major pieces of business, collaborates to facilitate proposal and internal approval process. Ensures alignment between regions in approach to customer negotiations and contracts with Account.
5. Proactively bridges regional account team and adjacent functions with Global corporate strategic imperatives.
6. Applies critical thinking to competitor dynamics, industry trends and current events to provide connections across customer’s regional activities to implement global approach to customer.
7. Drives strategic planning process by gathering market data and information on volumes and substrate mix, developing major forecasts and strategic plan assumptions (approach, vol., pricing) and preparing, reviewing, and presenting commercial slides. Communicates variances to plan (assumptions, pricing, and volumes) and shifts in strategy appropriately throughout the organization.
8. Leads customer contract negotiations by initiating bid process, determining approach and aligning with the global customer strategy. Leads approach for playbook process & overall contract value alignment, approval and negotiation grid (price, VAS, terms, volumes, mix, supply chain, etc.). In collaboration with the KA teams and region, determines opportunities and volumes to bid. Prepares proposal, manages internal approval process, including the commercial committee meetings. Negotiates with customer, within guidance of the commercial committee. Prepares and finalizes contract.
9. Manage customer communications through senior level (GM/CPO-level) customer contacts with global and regional buying organisations, Independent Bottlers (where applicable), and Country Organisations; build and manage regional and local customer relationships and meetings; address issues that are elevated to commercial disputes; negotiates settlement of claims (quality, obsolete inventory).
10. Works effectively in a matrixed organization and ensures collaboration between regional and Global resources to meet the needs of the KA.
11. Collaborates with Global Innovation and regional marketing teams on innovation process for KA customer including developing strategy, interfacing with customers and working with internal stakeholders on customer needs and communications. Works internally to assure that the can is the package of choice for customer. Develops in depth of knowledge of KA through relationship and analytics to create marketing items and presentation materials.
12. Maximizes value at customer and drive initiatives, leads and leverages cross-functional teams as appropriate by setting expectations, following up, providing feedback and working toward removing barriers.
13. Attracts, builds and maintains a talented, high performing and collaborative team. Provides mentoring and development support to create a strong talent bench to ensure effective succession planning.
14. Effectively communicates and drives vision and purpose. Provides clear direction and accountability empowering the team to deliver against business results.

**SO THAT TOGETHER WE MAKE THE DIFFERENCE, WE HOPE YOU HAVE...**
- Degree in Engineering or Business related discipline
- Strong Commercial Experience and experience in B2B environment
- Solid track record of achievements in sales and key account management, complex high-level key customer relationship management in a multinational organizations

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