Director, Regional Core & Emerging Account Development (SA - Peru/Chile)

at  Ball Corporation

KNOWLEDGE OF:

• Beverage packaging industry within region geography (preferably), including new opportunity markets.
• Beverage customers in various markets.
• Commercial sales process and frameworks that support driving effective sales functions.
• Price pack architecture and pricing structures for new customers.

BALL CORPORATION IS PROUD TO BE AN EQUAL OPPORTUNITY EMPLOYER. WE ACTIVELY ENCOURAGE APPLICATIONS FROM EVERYBODY. ALL QUALIFIED JOB APPLICANTS WILL RECEIVE CONSIDERATION WITHOUT REGARD TO RACE, COLOR, RELIGION, CREED, NATIONAL ORIGIN, ABORIGINALITY, GENETIC INFORMATION, ANCESTRY, MARITAL STATUS, SEX, SEXUAL ORIENTATION, GENDER IDENTITY OR EXPRESSION, PHYSICAL OR MENTAL DISABILITY, PREGNANCY, VETERAN STATUS, AGE, POLITICAL AFFILIATION OR ANY OTHER NON-MERIT CHARACTERISTIC.

When you join Ball you belong to a team of over 21,000 members worldwide. Our products range from infinitely recyclable aluminium cans, cups to aerosol bottles that enable our customers to contribute to a better world.
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.
Please note the advertised job title might vary from the job title on the contract due to local job title structure and global HR systems.
No agencies please.
Job Grade: Global Grade 1

PRIMARY PURPOSE OF THIS POSITION:

Develop the commercial strategy for South America to lead and manage existing core, emerging, and new business development accounts, as well as distributors, and associated P&L for the region, ensuring the achievement of sales volumes and profitability goals. Leads co-packing relationships, knowledge and expertise to help support and enable future innovation opportunities. Responsible for growing existing and new business opportunities with innovation and sustainability and leads team to manage relationships with portfolio of customers aligned with VP, Regional Core & Emerging Account Development and Region President. Lead and develop a high performing commercial team with a deep understanding of the market and its short- and medium-term trends, championing cross-functional analyses to identify and inform maximum value creation in the region, establishing and applying best practices to the structuring of contractual agreements.

WHAT WILL YOU BE RESPONSIBLE FOR?

• Drives strategic planning process for the region for existing core customer portfolio and new business development accounts, by gathering market data and information on volumes and substrate mix opportunities.
• Develops and prepares monthly, quarterly, annual and long-term sales forecasts and strategic plans to achieve sales volume and mix objectives.
• Leads team to identify and capture new business opportunities within the core, emerging, and new business development accounts; owns and delivers P&L for customers against growth, goals, and KPIs. Applies critical thinking to competitor dynamics, industry trends and current events to provide market intelligence to the organization for the region.
• Leads proposal development and contract negotiations by initiating bid process, determining approach and aligning with the customer strategy, removing barriers, finding solutions for the customer and Ball. Leads approach for playbook process & overall contractual agreement value alignment, approval and negotiation grid (price, terms, volumes, mix, supply chain, etc.). Negotiates with customer, within guidance of the commercial committee, to reach favorable outcomes.
• Grows business and relationship with customers and distributors, developing deep understanding of customer’s business by identifying opportunities in both existing and new products; accountable for set contribution margins result to annual operating plan.
• Leads expertise in co-packer/ bottler capacity, network and size filling ability. Leads of supports cross functional communication of co-packer/ bottler capacity to support new opportunities including substrate shift to aluminum.
• Incubates new business development accounts to maturity and oversees successful handoff into core business.
• 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. Effectively communicates and drives vision and purpose. Provides clear direction and accountability empowering the team to deliver against business results.