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SR Key Account Manager/Key Account Manager - Poultry (East Coast)

Boehringer Ingelheim

Last Updated: 1/20/23

Job Description

Description: The BIAH Sr Key Account Manager (KAM) participates in a team-selling environment, providing the selected strategic/key Customers with a primary point of contact within BIAH. In this capacity, the Sr KAM will assume the ‘quarterbacking’ role for their assigned strategic accounts and through extensive collaboration and communication with assigned PSV/KAV(s) and/or other support teams, drive the identification and qualification of opportunities, executing an agreed to account strategy while generating sales and services revenue growth. In addition, the Sr KAM builds sustainable, Customer valued relationships which will be measured by their overall satisfaction with BIAH as a valued supplier, increased sales revenue levels, account profitability and ability to use as a third party reference. As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies' success. We realize that our strength and competitive advantage lie with our people. We support our employees in a number of ways to foster a healthy working environment, meaningful work, diversity and inclusion, mobility, networking and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees. Duties & Responsibilities: Account Management Implement and execute effective sales and services strategies to ensure maximum share of the assigned strategic/key account’s spending on BIAH and comparable products and services. Proactively work with PSV/KAV(s) and other support team members to develop account plans and execution of field activities that grow/defend BIAH business position. Build strong Customer references by consistently setting realistic expectations early in the designed approach and meeting or exceeding those expectations through successful execution of BIAH’s Key Account Management Business Model. Develop an extensive knowledge base of all assigned strategic/key accounts, including their business profile, key players, competition, business processes, culture, technology footprint, compelling events, political environment and strategies. Build a Strategic Customer Business Plan (SCBP) for each assigned strategic/key account, keeping it up-to-date on an ongoing basis and sharing its content with all Strategic/Key Account team members and management as applicable. Within each strategic/key account, seek to expand and strengthen BIAH’s presence by establishing proactive relationships with decision-makers, recommenders and influencers, both within the Customer and other third parties of influence. Facilitate Customer satisfaction through the proper deployment of the appropriate BIAH resources to successfully execute our KAM Business Model. Lead Customer team meetings and communicate regularly with Key Account team members to ensure Customer satisfaction. Opportunity Management Identify, pursue and close new sales opportunities through the successful execution of BIAH’s Opportunity Management Planning process (OMP). Position BIAH to win new business within the account by developing, communicating and driving effective selling strategies that are based on valid, Customer-specific Mutual Value Propositions (MVP). Routinely discuss and communicate opportunity plan sales strategy with other members of the account team, as well as BIAH business management and the Employee’s direct manager. Maintain an accurate and documented pipeline of opportunities within the Strategic Customer Business Plan (SCBP) and provide appropriate communication of such to BIAH management and the Employee’s direct manager. Provide BIAH management and the Employee’s direct manager with accurate and timely sales forecasts to ensure proper visibility of new and current business within BIAH to optimize effective resource planning throughout the organization. Continuously gather knowledge of competitors and how to effectively position BIAH solutions against them. Leverage and effectively communicate BIAH’s solutions within the accounts to broaden BIAH’s presence and create new opportunities. Strategic/Key Account Team Leadership Build and lead an effective strategic/key account team for all assigned accounts. Lead and participate in internal account team meetings, and communicate with account team members to ensure successful execution of strategy. Provide periodic Strategic Customer Business Plan (SCBP) and Opportunity Management Plan (OMP) updates to strategic/key account team members. Participate as needed in transition meetings within the account, to ensure proper and consistent communication with Customer and Customer support teams, as well as a presentation of “one face” to the Customer. Proactively seek to contribute to BIAH’s organizational growth objectives by providing mentoring and coaching new members of the strategic key accounts team, as well as new BIAH employees. Administrative Management Comply with all BIAH Human Resources, sales, proposals and contract policies. Ensure all information is updated accurately and regularly within the Strategic Customer Business Plan (SCBP) and Opportunity Management Plans (OMP). Communicate to Management and the Employee’s direct manager per the established communication plan expectations. Comply in a timely manner with all travel and expense policies. Maintain appropriate levels of involvement in Customer issues requiring resolution, including invoices, billings and accounts receivables. Personal Development Develop an Individual Personal Development Plan that will include your business and personal goals and objectives. Discuss, confirm and review on an ongoing basis with BIAH Management along with the Employee’s direct manager. Continue to build and grow personal knowledge of industry trends and BIAH product offerings, as well as your general business acumen. Review, establish and implement a personal training plan to facilitate your ongoing growth and professional development at BIAH. Leads or participates in special projects as required by Company (i.e. mentoring, training, leadership of projects). This is the senior level position among key account management positions. Leads the team in engaging and influencing our most strategic and complex customers, utilizing effective questioning to understand customers needs and establish themselves and the Company as a trusted advisor. Leads the team in understanding of business management principles and BIAH/customer operating models and how to incorporate these into strategic and tactical account planning and decision making. Performs all Company business in accordance with all regulations (e.g., EEO, FDA, etc.) and Company policy and procedures. When violations are noted/observed they are to be immediately reported to management. Demonstrates high ethical and professional standards with all business contacts in order to maintain BIAH's excellent reputation within the animal health community and internally. SR Key Account Manager Requirements: Bachelor's degree from an accredited institution preferred; Master's degree desirable. With a Bachelor's degree, must have a minimum of ten (10) years of experience in either a sales position or leadership role in a producer organization of the assigned specie or a combination of such positions. In lieu of a degree, must have fifteen (15) years of industry experience in the assigned species, including at least six (6) years of experience in a producer organization within the species with progressive roles including a leadership position. Previous distribution experience is preferred. Must demonstrate an aptitude and desire to sell and gain market share. Demonstrated high level of business and financial Acumen. Ability to lead without authority and inspire a team to follow. Thorough knowledge of industry practices, techniques and standards. Proficiency in Microsoft Office Suite applications. Excellent communication, negotiation and presentation skills (verbal and written). Strong technical product knowledge necessary to appropriately engage in discussions with all levels of organization, from C-Suite to Vet to Production. Key competencies include: interpersonal skills, drive, resilience, persuasive skills, teamwork, organization skills and strong verbal and written communication skills. Deep technical product knowledge and understanding of AH industry commercial realities, country specifics incl. societal trends, portfolio specifics. Ability to communicate decisions to senior stakeholders in an international/cross-cultural matrix environment. Strong strategic and analytical capabilities. Ability to travel 80% (overnight travel required). Should reside in proximity to assigned accounts to effectively and efficiently lead and impact. Valid Driver's License and an acceptable driving record. Authorization and ability to drive a Company leased vehicle or authorized rental vehicle. Key Account Manager Requirements: Bachelor's degree from an accredited institution preferred. With a Bachelor's degree must have a minimum of five (5) years of experience in either a sales position or leadership role in a producer organization of the assigned specie or a combination of such positions. In lieu of a degree, must have ten (10) years of industry experience in the assigned species, including at least six (6) years of experience in a producer organization within the species with progressive roles including a leadership position. The incumbent must demonstrate the ability to engage and influence customers, utilizing effective questioning to understand customers needs and establish themselves and the Company as a trusted advisor. Requires a comprehensive understanding of business management principles and BIAH/customer operating models and how to incorporate these into strategic and tactical account planning and decision making Strong technical product knowledge necessary to effectively engage in discussions with all levels of organization, from C-Suite to Vet to Production. Demonstrating the ability to partner with our key and strategic multi-state and multi-country accounts with high level of complexity and multiple layers of stakeholders attached to the decision making to generate individualized customer business plans and define relevant and differentiated mutual opportunities Demonstrating the knowledge and understanding to effectively manage and leverage companies resources, such as trial opportunities, MAP funds, people and training resources. Must demonstrate an aptitude and desire to sell and gain market share. Developing business and financial acumen. Previous distribution experience is helpful. Self-starter with demonstrated ability to work without supervision. Comprehensive knowledge of industry practices, techniques and standards. Proficiency in Microsoft Office Suite applications. Proven communication, negotiation and presentation skills (verbal and written). Key competencies include: interpersonal skills, drive, resilience, persuasive skills, teamwork, organization skills and strong verbal and written communication skills. Ability to travel 80% (overnight travel required). Must reside in proximity to assigned accounts to effectively and efficiently lead and impact accounts. Valid Driver's License and an acceptable driving record. Authorization and ability to drive a Company leased vehicle or authorized rental vehicle. Eligibility Requirements: Must be legally authorized to work in the United States without restriction. Must be willing to take a drug test and post-offer physical (if required). Must be 18 years of age or older. Who We Are: At Boehringer Ingelheim we create value through innovation with one clear goal: to improve the lives of patients. We develop breakthrough therapies and innovative healthcare solutions in areas of unmet medical need for both humans and animals. As a family owned company we focus on long term performance. We are powered by 50.000 employees globally who nurture a diverse, collaborative and inclusive culture. Learning and development for all employees is key because your growth is our growth. Want to learn more? Visit boehringer-ingelheim.com and join us in our effort to make more health. Boehringer Ingelheim is an equal opportunity global employer who takes pride in maintaining a diverse and inclusive culture. We embrace diversity of perspectives and strive for an inclusive environment, which benefits our employees, patients and communities. All qualified applicants will receive consideration for employment without regard to a person’s actual or perceived race, including natural hairstyles, hair texture and protective hairstyles; color; creed; religion; national origin; age; ancestry; citizenship status, marital status; gender, gender identity or expression; sexual orientation, mental, physical or intellectual disability, veteran status; pregnancy, childbirth or related medical condition; genetic information (including the refusal to submit to genetic testing) or any other class or characteristic protected by applicable law. #LI-SF1



Company Details

Binger Strasse, Germany