Avery Dennison Corporation (NYSE: AVY) is a global materials science and manufacturing company specializing in the design and manufacture of a wide variety of labelling and functional materials. The company’s products, which are used in nearly every major industry, including pressure-sensitive materials for labels and graphics 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 2018 were $7.2 billion. Learn more at www.averydennison.com.

The ANZ Commercial Manager position has oversight and accountability for the management, growth and profitability of Distributor Accounts (as designated) and responsibility for the execution of key commercial strategies and tactics to impact the effectiveness of your Direct Reports (Territory Manager/s). This position is responsible for: 

1)    Responsible for executing growth strategies to enable Master Distributors and Direct Accounts to meet growth and profitability targets. 
2)    Coach, drive and manage your direct report/s within their territory to meet commercial objectives aligned with their key accountabilities
3)    Drive increased customer satisfaction and service, including product sample support, ICS Warranty support, facilitating technical field calls and the prompt support of technical information.
4)    Ownership of Sales Excellence and Sales Enablement processes to ensure alignment and execution across your commercial organisation
5)    Management of pricing guidance and profitability in line with business expectations
The Commercial Manager is expected to spend 60% of their time in the field to address customer (Distributor and Direct Account) opportunities/ issues and drive key strategies aligned with their key accountabilities.

Key Accountabilities:

Distributor Management & Direct Report Coaching/Management 
•    Responsible for increasing revenue by achieving sales and profitability objectives within assigned Master Distribution  accounts by building strong, multi-level relationships and supporting the Distribution commercial teams to increase share with our brand/s.
•    Create pull through for Avery Dennison products, solutions & new innovation by building strong relationships with Distribution sales teams, key Corporate Sign & Fleet Converters, Influencers (project manager, architects, designers and brand agencies), end-users/brand owners. 
•    Develop sales plans and budgets for achieving sales and profitability goals in line with the AOP.
•    Establish pricing programs and strategies. Provide optimum product positioning in consultation with Marketing - new products, price terms, bonus discounts, and service.
•    Implement differentiated service initiatives consistent with customer segmentation framework, to strengthen customer dependency 
•    Uncover and assess customer needs and develop and execute Value Proposition (Aligning Value). 
•    Facilitate and conduct quarterly reviews and coordinate GS Marketing, Technical and functional participation as appropriate. 
•    Sell and negotiate supply agreements, value added services. Manage Price and Mix, if required
•    Work with Marketing to plan and implement for all or some of the organization’s product line initiatives

Sales Force Effectiveness / Sales Enablement
•    Implement and manage established processes / deliverables including Sales Force Dot Com (SFDC), aligning value, Account Management Strategy across the commercial team

Voice of Customer / Competitive Intelligence
•    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.
•    Source and communicate market perspective and competitive intelligence.

Pre Requisite Experience:

Minimum of 5 years of management experience, 7 years sales experience
 

Formal Qualifications:

Bachelor’s degree desired but not essential

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.

AVERY DENNISON IS AN EQUAL EMPLOYMENT OPPORTUNITY PROVIDER.