The Position

Key Account Manager, Swine

The Key Account Manager (KAM) is responsible for growing and managing business relationship with our key customers. This includes responsibility for achieving the sales budget of identified accounts, executing the sales & marketing plan and leading the account planning and execution process via Customer Business Plans for customers.

The KAMs are expected to:

Deliver excellence in customer support and ensure above market growth in the multinational/national Strategic/Key Accounts. Continuous assessment clarification, validation and management of key customer needs
Drive long term revenue and profitability growth with our strategic/key customers and in alignment with ASKAN goals and performance
Implement the growth strategy and define the short, medium and long term growth tactics for the Boehringer Ingelheim's SAM/KAM Customers in close collaboration with ROPU Animal Health Strategic Account Management. Work closely with ROPU Commercial Excellence (CE) and Species leadership - Business Segment Heads to ensure implementation of strategic targets across customer aligned countries
Provide functional leadership to SAM Customer Team members in OPUs. Sharing information and best practice between the local SAM Customer teams
Functioning as the first point of contact for Customer ROPU Leadership and facilitate collaboration with ROPU Animal Health Leadership
Gather and update key insights based on monthly performance analysis and take quick action based on these insights, in particular focusing on achieving/growing Share of Wallet (SOW) leadership across species

Tasks & Responsibilities

Financial Targets:
Achieve short and mid term financial targets as set by the respective species department for the assigned territory/customers qualitative target achievement on launch/individual brands in the territory
Translate the Boehringer Ingelheim Animal Health Customer strategy into annual sales and outlook targets that is mutually agreed with local OPU management and Customer account owners
Strategy and Implementation:
Setting and executing the KA Customer Business Plans in line with the local/ROPU respective species strategy in cooperation with the ROPU/OPU CE and Key Account Team Lead and Business Segment Heads
Ensure proper priority setting and focus to achieve targets and customer level
Define mutual growth opportunities and objectives and provide input to performance reviews and yearly performance setting of local Boehringer Ingelheim Animal Health SAM/KAM team members
Conduct and provide input to Customer global projects in close alignment with local and ROPU stakeholders
Follow up on implementation activities and measure impact on strategic targets. Ensure compliance of interaction of the Boehringer Ingelheim SAM customer team members and Boehringer Ingelheim leadership
Sales And Activity Reporting:
Regularly update the sales potential of the strategic account by product segment and species and track the Boehringer Ingelheim Animal Health sales versus potential and share of wallet
Provide a quarterly/monthly sales and activity report to the global, regional and local stakeholders
Customer Management And Engagement:
Lead by compiling all relevant information in the CRM system for our customers
Identify customer needs and make mutually agreed proposals for solutions that leads to maximal Share of wallet and optimal key account intimacy
Gather and assess competitive intelligence, perform market/customer analysis
Drive innovation and change, communicate market related opportunities to team and business
Create innovative solutions on launching products to customers
Organisational Alignment:
Serves as a first line single contact for ROPU/Global Strategic Account Management
Provide support and suggestions to ROPU/Global Customer management to facilitate potential negotiations with Customer
Ensures communication to key customer plan stakeholder and to the Boehringer Ingelheim ROPU/OPU Management
Work cross-functionally internally and externally across species and enabling functions including legal, finance, supply and local/ROPU management
Relationship Building:
Understands the formal and informal Customer structure including decision making and influence maps
Identifies key leverage points and mutual growth opportunities in the business
Ensures activities and interactions are in line with Boehringer Ingelheim's compliance guidelines and ensures adherence to corporate SOP's and procedures (e.g Code of Conduct), local regulations, ethical standards and best practices as applicable
Ensures continuity of relationships in case of change of key personnel
Prepare for/conduct informative discussions with ROPU to understand expectations or requests (e.g. global rebate/discounts, commercial policies)

Requirements

Minimum Education/Degree Requirements: Degree in Veterinary Medicine or /Agricultural Engineering or Business Management (Veterinary or comparative degree recommended).

Required Capabilities (Skills, Experience, Competencies):

Long term work experience in Strategic/Key account management
At least 5 years solid sales and marketing experience with a proven track record of achieving targets and and execution of strategy
Demonstrate agility within a cross functional team
Knowledge of the Animal Health Industry economics and drivers preferred
Ability to work and thrive in a matrix team environment
Excellent Interpersonal and Communication Skills
Influence and Leadership Skills
Strong Learning Agility
Excellent oral and written communication skills

READY TO CONTACT US

Please contact our Recruiting Team: Ms. Phuong Vo: [HIDDEN TEXT]

Our Company

Why Boehringer Ingelheim

With us, you can develop your own path in a company with a culture that knows our differences are our strengths - and break new ground in the drive to make millions of lives better.

Here, your development is our priority. Supporting you to build a career as part of a workplace that is independent, authentic and bold, while tackling challenging work in a respectful and friendly environment where everyone is valued and welcomed.

Alongside, you have access to programs and groups that ensure your health and wellbeing are looked after - as we make major investments to drive global accessibility to healthcare. By being part of a team that is constantly innovating, you'll be helping to transform lives for generations.

Want to learn more Visit https://www.boehringer-ingelheim.com

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