Strategic Account Manager LPM

ABOUT AVERY DENNISON:

Avery Dennison Corporation (NYSE: AVY) is a global materials science and digital identification solutions company. We are Making Possible products and solutions that help advance the industries we serve, providing branding and information solutions that optimize labor and supply chain efficiency, reduce waste, advance sustainability, circularity and transparency, and better connect brands and consumers. We design and develop labeling and functional materials, radio-frequency identification (RFID) inlays and tags, software applications that connect the physical and digital, and offerings that enhance branded packaging and carry or display information that improves the customer experience. Serving industries worldwide — including home and personal care, apparel, general retail, e-commerce, logistics, food and grocery, pharmaceuticals and automotive — we employ approximately 35,000 employees in more than 50 countries. Our reported sales in 2024 were $8.8 billion. Learn more at

AVERY DENNISON IS PROUD TO BE CERTIFIED GREAT PLACE TO WORK IN AUSTRALIA, CHINA, INDIA, INDONESIA, SINGAPORE, THAILAND AND VIETNAM, AND RECOGNIZED AS ONE OF THE BEST COMPANIES TO WORK FOR IN ASIA IN GREATER CHINA AND VIETNAM.

ABOUT THE ROLE:

The Strategic Account Manager builds business at allocated customers, seeks new business, and supports the overall New Zealand Business. This position is responsible for: 1) driving sales, driving Throughput and overall profitability of the NZ business to achieve targeted business objectives and plans, 2) maintaining customer service, policies and procedures, and 3) providing market perspective and competitive intelligence. 4) creating and closing end user driven growth opportunities. This position is responsible for achieving optimum budgeted sales for allocated customers, consistent with budgeted profit and selling expenses.

The Strategic Account Manager is expected to spend an appropriate amount of their time in the field to address customer and account management opportunities and issues.

YOUR RESPONSIBILITIES WILL INCLUDE:

Account Management/ Business Development

• Responsible for all account activities related to their allocated clients/ customers. Call on major accounts to cultivate relationships, identify opportunities and increase sales.
• Develop sales plans and budgets for achieving sales goals.
• To support the Business leadership with major customers, and building strategic objectives which include new product portfolio, new pricing and packaging innovations.
• Contribute inputs to the country AOP for share gain and incremental growth.
• Establish pricing programs and strategies. Secure optimum product positioning within target accounts - new products, price terms, bonus discounts and service.
• Uncover and assess customer needs and develop and execute Value Proposition
• Conduct regular scorecard reviews and coordinate LST and functional participation as appropriate.
• Sell and negotiate supply agreements, value added services. Manage Price and Mix, if required
• Initiates problem solving for issues at accounts
• Evaluate and negotiate commercial complaints as necessary
• Work with the Marketing team to plan and implement the organization's product line national sales programs.
• Responsible for Accounts Receivable in area – own the Receivables – monitor Receivables and take preventative and/or corrective action as necessary
• Identify and lead commercial actions to identify new opportunities to new growth opportunities at targeted end users
• Salesforce effectiveness : effective use of CRM for improved salesforce capability

VOC for Customers

• Understand and communicate customer and end-user needs and wants, enabling insight to translate to action.
• Identify medium/long term trends that the Customer will focus on / investments that Customer is planning/ implementing – and impact to Avery Dennison.
• Co-ordinate the identification and development of new solutions (product / service) for Customer, based on strategic direction of customer
• Maintain alignment with Service & Logistics and Customer Service, on service performance, quality, capacity/stocks and customer satisfaction.
• Ensure a reliable sales and demand forecast for supply chain and financial planning.
• Source and communicate market perspective and competitive intelligence.
• Navigate complex problems and structures to determine the best solutions for customer needs.

People Management/Development

• Act as a leader within the NZ business, partner with the New Zealand team to achieve individual and business goals
• Drive employee engagement and culture within the NZ team, assisting with coordination of staff events and activities
• Model and promote the Corporation's Code of Business Conduct, Ethics and Values.

WHAT WE WILL BE LOOKING FOR IN YOU:

• Minimum of 5 years Sales and or Account Management experience
• Bachelor's degree desired but not essential
• Product and Technical Knowledge
• Industry, End-user & Market Knowledge
• Demonstrated experience in forecasting and meeting Goals
• Only applicants with a current and relevant right to work in New Zealand will be considered.

Sales Competencies:

• Product and Technical Knowledge
• Industry, End-user & Market Knowledge
• Forecast Sales and meet Goals
• , Sales Negotiations Skill, SPIN, Aligning value, Miller Heiman

Technical Competencies:

• Product Knowledge
• Application Assessment & Product Recommendations
• Troubleshooting, Root Cause Analysis & Quality Systems
• Converting & Application Knowledge highly regarded

Our Values

• Integrity
• Courage
• External focus
• Diversity
• Sustainability
• Innovation
• Teamwork
• Excellence

AVERY DENNISON IS AN EQUAL EMPLOYMENT OPPORTUNITY PROVIDER

All your information will be kept confidential according to EEO guidelines. At Avery Dennison, people are at the heart of what we do. We promote and encourage a diverse and inclusive workplace where everyone can be their best.