Avery Dennison Global Account Manager in Baltimore, Maryland

Company Description

Avery Dennison (NYSE: AVY) is a global materials science and manufacturing company specializing in the design and manufacture of a wide variety of labeling and functional materials. The company’s products, which are used in nearly every major industry, include pressure-sensitive materials for labels and graphic applications; tapes and other bonding solutions for industrial, medical and retail applications; tags, labels and embellishments for apparel; and radio frequency identification (RFID) solutions serving retail apparel and other markets. Headquartered in Glendale, California, the company employs approximately 30,000 employees in more than 50 countries. Reported sales in 2017 were $6.6 billion. Learn more at www.averydennison.com.

Job Description

About Your Role

The Global Account Manager (GAM) will be responsible for leading a team of sales representatives and attaining plan objectives within an assigned large and/or highly strategic account(s). The GAM will cultivate relationships, identify opportunities, and increase sales by establishing clear goals, strategies and initiatives, and driving the necessary changes to ensure achievement of financial and non-financial metrics. This role will require the ability to translate marketing plans and strategies into effective operational tactics to be carried out by team members.

Your Responsibilities include:

Excellence in Execution – drive near-term results and performance

  • Develop and implement sales strategies for the assigned account(s) and/or large geographic areas to deliver on price and mix objectives

  • Achieve maximum levels of productivity, ensuring that the business benefits from the lowest possible cost and best value

  • Responsible for clear, focused leadership to further reduce the barriers to delivering competitive advantage via global size and scale

  • Responsible for delivery of short term and long term results in order to develop and maintain the organization’s credibility with the business and creating opportunities for the function to add greater value to the business

  • Actively engage in utilizing company best practices to increase efficiency and profit margins

  • Coordinate efforts by aligning the team on the account strategy to meet and exceed the sales plan

  • Coordinate sales service with other service departments and operating areas including customer service and global product deployment (GPD)

  • Collaborate with the account to identify unmet needs and implement initiatives to meet those needs

  • Prepare and manage sales, margin, and expense budgets

Strategic Transformation and Long-term strategy development

  • Develop and implement long-term sales strategies that are geared toward developing greater market share and profitability

  • Establish pricing programs and strategies; Define the value proposition, including service, price and product platform strategies

  • Develop and execute appropriate business plans/multi-generation product plans to identify trends, opportunities for marketplace advantage, and new ideas for products, processes and services

  • Determine and position customer product needs regarding product quality, industry best practices, product applications, and consultative services

  • Develop a pipeline of growth opportunities using the CRM system.

Employee Development

  • Responsible for training and development of the team, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

  • Ensure Global Performance Management System is up to date and regular feedback is provided to staff members

  • Monitor and evaluate team members, and adjust training where needed

  • Attract, retain and develop high potential talent

  • Model and promote the Corporation’s Code of Business Ethics and Values

  • Perform general management duties, exercising usual authority concerning team, performance appraisals, promotions and terminations

  • Act as a team role model and change-agent; Positively lead and influence team members to partner together to achieve individual and business goals

Qualifications

Your Qualifications

  • Bachelor’s degree required.

  • 8 years successful sales experience, with 5 years sales management experience preferred.

  • Skilled in effectively coaching, teaching, and developing solid sales and negotiations skills within the sales team

  • Expert business acumen; ability to understand short and long-term consequences

  • Demonstrated successful sales experience in a sales position that involved negotiating complex transactions with upper-level management positions

  • Skilled in developing sales penetration and growth strategies at targeted accounts

  • Excellent customer needs assessment skills

  • Expert negotiations skills/experience

  • Excellent financial skills and business acumen

  • Ability to work independently with little supervision

  • Skilled in preparing professional written proposals

  • Skilled in calculating figures and amounts such as discounts, invoice totals, percentages, bonuses, etc.

  • Excellent understanding of product and technical information

  • Expert customer service skills

  • Excellent oral, written, and presentation skills

  • Understanding of applicable computer systems, such as Google Suite, CRM software, and function specific software

Additional Information

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status or other protected status. EEOE/M/F/Vet/Disabled. All your information will be kept confidential according to EEO guidelines.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status or other protected status. EEOE/M/F/Vet/Disabled