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Huhtamaki is a key global provider of sustainable packaging solutions for consumers around the world, enabling wellbeing and convenience. Our innovative products protect on-the-go and on-the-shelf food and beverages, ensuring hygiene and safety, and help prevent food waste.
We are committed to protecting food, people and the planet and are on the lookout for passionate and consummate professionals to join our growing team to help us deliver on our ambitious 2030 Strategy. We look for colleagues who Care, Dare and Deliver.
Head of Global Key Account - Food
Flexibles packaging segment has a turnover of ca. €1.5bn (2022). The business has today about 8200 employees and has 26 manufacturing sites in 11 countries: Germany, Italy, Turkey, India, South Africa, UAE, Brazil, India, Egypt, Thailand and Vietnam. Additionally, it has sales office presence in Switzerland, Australia, the United States and the HQ is in Finland.
Flexible packaging is organized in regions, each with manufacturing units and sales offices (BU), reporting to the Managing Director of the region. The business units have full profit and loss responsibility of their operations. They also manage sales from the business unit and to the local markets.
Position Summary
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Identify customer needs and translate into actionable global account plans
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Coordinate, lead and align global account strategy and customer success roadmap 3-5 years
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Strengthen relationship and commercial position, drive YoY profitable growth and increase the share of wallet with our Global Accounts
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Lead and orchestrate strategic alignment with assigned global key accounts
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Build, coach and develop Global Key Account Team across the region
Key responsibility areas
Develop joint Key Account Plan with assigned Global Key Account(s) and execute the plan accordingly
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Identify relevant needs and trends important to be able to grow the Key Account(s) including unmet needs
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Ensure full understanding of the Key Account(s), competitors and market dynamics affecting the Key Account
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Formulate the Key Account Plan with regards to growth, profitability development and relationship
Set and achieve the financial objectives for assigned Global Key Account(s)
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Set and agree financial budgetary objectives, split by market and unit in close cooperation with Flexible Packaging management and local units.
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Monitor the performance vs set targets and proactively address the key issues to ensure that financial objectives are met
Lead and manage global tender and contract negotiations
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Act as owner of leading a customer tender process cross functionally
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Lead and orchestrate commercial negotiation strategy preparation and play a leading role of the negotiation process
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Responsible for Contract management
Identify key decision makers and strengthen relationships beyond procurement
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Establish a mutually agreed partnership, with an agreed cooperation structure and contractual terms
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Foster customer satisfaction through various proactive activities, making sure Huhtamaki is always easy to reach, and acts in a timely and professional manner
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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.
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Organize and lead any strategic/business review meeting with the customer
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Regularly seek feedback, review performance and make sure to constantly improve the Customer’s perception of the cooperation.
Lead the cross functional Key Account team(s) across Globe
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Drive improvement activities through the identified cross functional KAM team(s)
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Guide, coach and develop KA team members
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Ensure the local KAM’s have at all times the latest updates and tools available on the account across all regions
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Provide support in any Key Account related issues, quality, capacity, price, etc.
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Monitor the level of activity on a local level
Collect and communicate account performance on a monthly basis