Key Account Manager (Pharmaceutical Packaging)

Advertised on : 08 Jan 2019 | Closing date : 08 Apr 2019

  Job Reference : 10912

Our client, a Flexible Packaging Company from Australia which located in Jatiuwung – Tangerang and Semanan – Daan Mogot, Jakarta Barat; currently looking for:


Key Account Manager

(from Pharmaceutical Packaging Industries)

Job Description

Job title:

Key Account Manager, Indonesia 


Reports to:

Director, Sales & Marketing, Indonesia

BG/BU/Corp : 

User Flexibles – SEA 





A. Overview of role purpose: 


Key focus of role is driving profitable growth across Indonesia aligned with SEA & AFAP strategic plan: -            Leading and growing major Key account/s

-       Drive and executing growth and innovation agenda as part of Joint Business Plan with Key Account/s

-       Develop Key Account Strategies

-       Build Customer Intimacy 



B. Key Accountabilities:




Develop Key Account Strategies for Key Account/s

       Lead the development account plans and coordinate actions within business for KA.

       Identify comprehensive understanding of customer needs – both long term and short term - and identify key buying factors beyond purchasing

       Assess account opportunities, account trends and define aspirations

       Identify key decision makers and influencers beyond purchasing and craft relationship plan

       Manage sales forecast accuracy for each SKU quarterly and develop sales forecast for next 2 years

       Support Finance in the collection of accounts receivables



Build Customer Intimacy

       Build partnership across customer organization allowing both parties to extract value   

       Build strong relationship with senior clients  beyond purchasing (total enterprise)

       Conduct systematic performance reviews with key customer



Identify and drive profitable growth and actions to improve bottom-line

       Assess account economics and assess opportunities to cover leakages

       Develop and maintain action plan for how key account will achieve targets, identify specific actions to improve earnings

       Develop joint business plan

       Execution of Growth agenda 




       Drive Innovation project pipeline across Key Account / s

       Control commercial aspects of Innovation agendas for key accounts

       Offer global capabilities or advanced technology in flexible packaging products to key accounts



Develop and execute negotiations

       Develop quantified value selling arguments for account 

       Develop negotiation arguments

       Manage negotiation planning

       Execute negotiations


Lead Cross functional and cross business teams

       Coordinate information flow and action planning with relevant functions (cross-functional team coordination)

       Create collaborative customer/supplier CI teams

       Identify and align resources required to execute

       Build Value Proposition

       Business Alignment with Regional Key Account Director





C. Role dimensions:



Financial:  Key accounts, 1 or more accounts (revenue size : 135 Bio IDR / annum or 10 Mio USD/annum) Staff: 0

Scope: Indonesia





D. Internal and External Relationships / Contacts:




       Key Accounts / Customers



       Sales & Marketing Director, Indonesia 

       Key Account Managers/ Sales Managers (in-country)

       R&D and Technical team

       Operation team 

       Commercial Analyst

       Supply chain

       Customer Service

       Finance team

       Pricing Analyst

       Demand Analyst





E. Qualifications / requirements:


Knowledge and Experience             

       At least 5 years relevant sales and marketing experience, including management experience

       Relevant experience in Flexibles packaging or related industry preferred

       Track record of driving sales growth


Education and Certifications 

       University degree with a focus on sales




Job Specific Technical Requirements           

       Customer and solutions focused

       Communication and Influencing skills

       Ability to interact with a wide variety of cultures (Western and Asian) and functions both internally and externally (multi-lingual, including Bahasa Indonesia & English)

       Ability to quickly adapt to changing industry dynamics and redirect efforts 

       Ability to work under pressure managing multiple priorities

       Analytical capability with a strategic mind set

       Goal oriented—ability to translate the strategy into actionable plans

       Creative problem solver 

       Experienced / good sales negotiations skill in a cost competitive saturated market environment






F. User Key Competencies




       Results Driven

       Customer Focused

       Interpersonal Savvy

       Strong Business Acumen

       Ability to Influence Others

       Strong Organizational Awareness

       Functional and Technical Knowledge

       Priority Setting






       Strong Organisational Skills

       Innovation Management

       Managing Diversity






Functional Areas : Engineering & Manufacturing;Mechanical / Heavy Machinery
Type of Employment : Permanent
Minimum Experience : 5
Work Location : Indonesia

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