Ball Corporation / Ball Aerospace Director, Key Accounts in Westminster, Colorado
Director, Key Accounts
CO - Westminster
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Who We Are:
Ball Corporation supplies innovative, sustainable packaging solutions for beverage, personal care and household products customers, as well as aerospace and other technologies and services primarily for the U.S. government. Ball Corporation and its subsidiaries employ more than 17,500 people worldwide and reported 2018 net sales of $11.6 billion. Ball is dedicated to creating an inclusive environment and is proud to be an equal opportunity employer. Ball Corporation is committed to recruiting, training, compensating and promoting regardless of race, color, religion, gender, gender identity or expression, sexual orientation, disability, age, or veteran status.
For more information, visit www.ball.com, or connect with us on Facebook or Twitter.
Primary Purpose of Position:
The Director, Key Accounts is responsible for working with Key Account (KA) customers in alignment with Global Beverage strategy to deliver on customer needs and expectations, drive account revenue and drive profitability. The Director, Key Accounts will manage across teams and coordinate resources to ensure KA needs are met through internal functions such as Marketing, CTS, Integrated Business Planning and Quality.
Develops a deep understanding of the KA customers’ business, markets, needs and expectations and Ball's competitive position. Sets commercial strategy for KA in line with global and regional strategy, including identifying and presenting opportunities for value growth (new business) & initiatives (current business).
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.
Manages 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.
Manages customer communications through customer contacts with regional buying organizations, Independent Bottlers (where applicable), and Country Organizations. Builds/manages regional and local customer relationships and meetings. Addresses issues that are elevated to commercial disputes. Negotiates settlement of claims (quality, obsolete inventory).
Works effectively in a matrixed organization and ensures collaboration between regional and Global resources to meet the needs of the KA.
Collaborates with Global Innovation and regional marketing teams on innovation process for KA customers 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 customers.
Develops depth of knowledge of KAs through relationship and analytics to create marketing items and presentation materials.
To maximize 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.
Broad training in a related field usually acquired through college level education or work-related experience
Job related experience for 5 year(s) minimum
Working knowledge of the following areas: sales and marketing principles, practices, nomenclature, and procedures, generally accepted managerial practices and procedures, production practices, legal practices, business principles and practices, and the international market
Ability to analyze and interpret data and make recommendations
50% of travel
Demonstrated Ball Leadership Skills:
Inspirational Role Model–Understands themselves and seeks opportunities to learn. Shows composure, responding consistently, openly, and courageously in all situations.
Authentic Leadership–Demonstrates humility in the way they lead others. Takes a stand for what is right and admits their mistakes.
Leadership Presence–Inspires trust in the broader organization. Acts on a sense of what the organization most needs to elevate its impact and move forward through complexity.
Relationship Builder–Listens and empathizes, engages a wide range of people. Embraces peoples’ differences and helps every individual feel special and valued.
People Grower–Encourages leadership in others and takes risks to help others grow. Champions collaboration across the organization.
Culture Champion–Consciously evolves the culture to help secure the future of the business. Recognizes where behaviors need to change and how to change them.
Results Oriented–A desire to make things happen, sets stretch goals, and motivates others to achieve them. Always looking to create a better result for customers.
Future Catalyst–Communicates a vision of the future that compels others and helps them see around corners. Embraces change, takes risks, and seeks diverse perspectives.
Breakthrough Strategist–Sees connections others don’t see. Translates this new insight into break-through strategies that open up new directions. Enrolls others in the new.
Relocation for this position is Available
Ball Corporation offers comprehensive benefits packages, including paid holidays/vacation, affordable medical, dental, life insurance, tuition reimbursement, ESPP, and retirement plans.
Equal Opportunity Employer
Minority, Female, Disabled, Lesbian, Gay, Bi-sexual, Transgender and Veterans.