This job is archived
(Archived) District Sales Manager (Pet Business Unit – Animal Health) – Ontario and Manitoba
OUR COMPANY Boehringer Ingelheim is working on breakthrough therapies that transform lives, today and for generations to come. As a leading research-driven biopharmaceutical company, the company creates value through innovation in areas of high unmet medical need. Founded in 1885 and family-owned ever since, Boehringer Ingelheim takes a long-term perspective. More than 52,000 employees serve over 130 markets in the three business areas, Human Pharma, Animal Health, and Biopharmaceutical Contract Manufacturing. The Canadian headquarters of Boehringer Ingelheim was established in 1972 in Montreal, Quebec and is now located in Burlington, Ontario. Boehringer Ingelheim employs approximately 500 people across Canada. Learn more at www.boehringer-ingelheim.ca. THE POSITION This opportunity is within the Pet Business Unit of Boehringer Ingelheim Animal Health Canada Inc. The District Sales Manager is Accountable for building and leading a best-in class team of Territory Managers assigned to their District and to collaborate with National/Regional cross-functional partners to meet/exceed company sales and customer satisfaction goals. Effectively coaches, manages and assess performance of district team and deliver sales through an integrated customer journey approach. Ensures high quality customer-focused and engaging interactions that deliver a positive customer experience and maximize the business opportunity of each customer and/or account. The region is Ontario and Manitoba. Responsibilities Sales and Budget: Achieve/exceed annual net sales and KPI objectives for key growth products and portfolio within assigned geography; Analyses and evaluates the performance of the assigned district and Territory Managers, tracking progress against goals on a monthly basis; Account for allocated promotional spending; Strategically distribute the overall budget for sales achievement within the district based on insights from the relevant markets. Coaching: Drives continuous growth, development and performance of district team through the use of appropriate coaching conversations (GROW Model) and strategy (Situational Leadership) for each direct report; Propels customer engagement/satisfaction and business success through coaching of the Customer Experience Excellence (CXE) model, Integrated Customer journeys, multi-channel selling, use of digital assets and other capabilities related to BIAH business priorities; Provide written feedback in CRM following 1:1 coaching days and relevant ad hoc coaching conversations; Participate in coaching certification, leader coaching, mentor coaching and/or peer coaching. People Development and Performance Management: Creates and develops high performing, customer-centric district team; Initiates and encourages regional and national cross-functional collaboration to driver performance and fuel business results; Effective hiring, orientation, training, development and retention within the district; Ensures required and timely use of CRM by all district Territory Managers, along with adherence to CRM Business Rules; Assesses and documents individual performance during mid-year/annual discussions with bi-annual coaching report in both CRM and SuccessFactors; Proactively recognizes high performance and manages the coaching and development of all team members; Agent of change to support a culture of teamwork, continuous learning, AAI and growth mindset. Integrated Customer Planning: Assists in the development of Integrated Customer Plans (ICP), while working collaboratively with cross-functional partners to enable an agile customer centric business strategy and strategic alignment; Accountable for the implementation of ICPs, ensuring appropriate deployment of value-add offerings and use of recommended channels, programs and resources by the district team members; Actively provides feedback on brand strategy, campaigns, program offerings, opportunities and insights from customers and district team; Shares insights and information with appropriate cross-functional partners in a timely manner through appropriate channels; Builds effective customer-centric relationships with key customers and accounts in order to better understand their needs and seek feedback on BIAH programs, offerings and value propositions. Business acumen and account management: Drives profitability by understanding and thinking critically about business drivers, market conditions, trends and specific challenges relevant to the customer, sales team and market; Maintains/updates district/account plans and SWOT analysis and reviews with Territory Managers on a regular basis; Together with direct reports, Technical Services Veterinarians and Brand Teams: identifies new market/business opportunities and undertakes calculated risks, to drive BI Animal Health business. Clever problem-solver, driving innovative solutions to address customer needs and responds to challenges; Proficient at quickly locating resources and utilizing them effectively and efficiently; Guides Territory Managers to create and maintain Territory Business Plan and Account Business Plans; Maintains customer business plans and activities for strategic accounts in a CRM on a continuous basis; Participates in Key Account activities when required (tender process, contract negotiations, review and meetings); Continuously observes market dynamics and facilitates the necessary Territory Manager’s/Technical Services Veterinarian’s plan of action to address the changing landscape; Understanding of BI Animal Health CRM tool to enable Territory Manager and cross-functional team in customer management. Leadership: Communicates Our FOCUS (BI’s vision and strategic direction) while proactively managing Territory Managers’ awareness of their individual contribution to the overall business objectives; Effectively communicates information and shares insights with cross-functional partners (nationally, between districts, across species and with technical/marketing teams) in a timely manner and through appropriate channels; Contributes to, conveys and promotes a culture of customer-centricity, growth mindset and AAI @ BIAH and within district team; Drives continuous improvement & supports a learning environment where we share our success and learn from our mistakes; Performs all company business in accordance with all regulation (CAHI code of marketing practice, CASL legislation, BIAH compliance and policy guidelines). Requirements Bachelor’s Degree (Agriculture, Business or Science preferred areas of study). Very strong abilities in the following areas: leadership, coaching skills, teamwork, change management, people development, time management, verbal/written communication, analytical skills, customer and account planning, customer relationship management and commitment to deliver extraordinary customer experience. Minimum 3 years sales experience combined with 2+ years marketing or account management experience. Ability to travel (overnights required) Must possess a valid provincial driver's license (based on location of assigned region) Must reside within assigned geographical territory Bilingual (English/French) for positions in Quebec WHY BOEHRINGER INGELHEIM? With us, you can grow, collaborate, innovate and improve lives. We offer challenging work in a respectful and friendly global working environment surrounded by a world of innovation driven mindsets and practices. In addition, learning and development for all employees is key, because your growth is our growth. We also offer a competitive salary, generous amount of paid time off (vacation, personal days, contingency paid time off for Long Term Contract Employees), comprehensive and flexible benefits plan, Defined Contribution Pension Plan with company matching of RRSPs, Employee and Family Assistance Plan, employee and leadership development programs, and programs to support overall health and wellness for employees. At Boehringer Ingelheim we embrace diversity of perspectives and strive for an inclusive environment, which benefits our employees, patients and communities. Remote work options (if applicable for this role), will be addressed with candidates who are selected to participate in the interview process. Want to learn more? Visit www.boehringer-ingelheim.ca READY TO APPLY? Visit https://careers.boehringer-ingelheim.com Create an Account and log-in to apply on-line. We thank all applicants for their interest in our company. Please note that only candidates selected for an interview will be contacted. BI Canada is committed to providing accommodations for people with disabilities to support their participation in all aspects of the recruitment and selection process. If you require accommodation, we will work with you to meet your needs. BI Canada COVID-19 Protocol: BI Canada is strongly committed to providing a safe work environment for employees. We understand the need to enable safe in-person interactions whether at the office, external venues or customer locations. To do this, we need to ensure workplace interactions take place in a low risk environment. At BI Canada we have introduced a COVID protocol. As of the time of this posting, this protocol requires new and existing employees complete and submit an “Employee Confirmation Statement re: ‘Low Risk’ Status” to Human Resources For those employees who are fully vaccinated, they can on a voluntary basis provide the company with a copy of their vaccination certificate(s) through the Confirmation Statement. For those employees who are not vaccinated, OR, have chosen not to share their vaccination status, they will be required to take the necessary steps to prove they have tested negative for COVID (through rapid tests that will be provided by the company) no more than 48 hours before they are in an in-person meeting or interaction. Employees will be required to take the COVID test and complete a form for BI, upload a picture of the test result and submit the form automatically. This form must be completed each time an employee takes the test before an in-person interaction with a customer, colleague, supplier etc. The successful candidate for this Job Posting will be required to complete the mandatory Employee Confirmation Statement on the first day of employment with the Company. DEADLINE FOR APPLICATIONS Applications for this position will be accepted until April 14, 2023 (6pm EST) Not exactly the position you are looking for but have someone else in mind? Share it via the button on the bottom of the page with friends or colleagues who might be interested.