Key Account Manager, Companion Animal

5-8 years
Job Description

Job Description

At Boehringer Ingelheim we develop breakthrough therapies that improve the lives of both humans and animals. Founded in 1885 and family-owned ever since, Boehringer Ingelheim takes a long-term perspective.
Now, we are powered by 52,000 employees globally who nurture a diverse, collaborative and inclusive culture. We believe that if we have talented and ambitious people who are passionate about innovation, there is no limit to what we can achieve.
Key Account Manager, Companion Animal
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.
KAM is 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 Business goals and performance.
  • Implement the growth strategy and define the short, medium and long term growth tactics for the BI KAM Customers in close collaboration with ASKAN BIAH Strategic Account Management. Work closely with Local CX, ASKAN CX and BU Head to ensure implementation of strategic targets across customer.
  • Provide functional leadership to KAM Customer Team members in Business. Sharing information and best practice between the local Business.
  • Functioning as the first line contact for Customer ASKAN Leadership and facilitate collaboration with ASKAN BIAH Leadership.
  • Gather and update key insights based on monthly performance analysis and take quick action based on these insights, in particular focusing on achieving/growingShare of wallet (SOW)leadership across species.

Tasks & responsibilities:
  • Achieve short and mid-term financial targets for the assigned territory/customers qualitative target achievement on launch/individual brands in the territory.
  • Translate the BIAH Customer strategy into annual sales and outlook targets that is mutually agreed with local OPU management and Customer account owners.
  • Setting and executing the KA Customer Business Plans in line with the Pet strategy in cooperation with the ROPU/OPU CX and Business Head.
  • 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 Pet Business.
  • 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 BI SAM customer team members and BI leadership.
  • Regularly update the sales potential of the strategic account by product segment and species and track the BIAH sales vs potential and share of wallet.
  • Provide a quarterly/monthly sales and activity report to Business Head and Local Stakeholders.
  • 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.
  • 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.
  • 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 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 ROPUto understand expectations or requests (e.g. global rebate/discounts, commercial policies).

Minimum Education/Degree Requirements: Degree in Veterinary Medicine/Agricultural Engineering.
Required Capabilities (Skills, Experience, Competencies):
Special Skills:
  • 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
  • Vietnamese is the mother language, Fluent in English

Special working experiences:
  • Background to agricultural related industries
  • Competencies critical for success of this position
  • AAI competencies
  • Analytical Thinking and Working
  • Strategic thinking
  • Influencing Skills
  • Customer management
  • Key Account Planning & Organization

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.
In our Regional Operating Unit Asean, South Korea, Australia & New Zealand (ROPU ASKAN) region, Boehringer Ingelheim is one of the fastest growing pharmaceutical companies with over 2,000 employees. We are an equal opportunity global Top Employer who takes pride in embracing diversity of perspectives and strive for an inclusive environment, which benefits our employees, patients, customers, and communities.
Want to learn more Visit
Please contact our Recruiting Team:
Ms. Phuong Vo:
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Note to Recruitment Agencies:
Boehringer Ingelheim (BI) does not accept candidate submissions from recruitment agencies that BI does not have existing contracts with. BI will not be responsible for payment of recruitment fees for the hiring of candidates whose resumes were submitted to BI employees or BI offices without BI's prior permission.




C.H. Boehringer Sohn AG & Ko. KG is the parent company of the Boehringer Ingelheim group, which was founded in 1885 by Albert Boehringer in Ingelheim am Rhein, Germany. As of 2018, Boehringer Ingelheim is one of the world's largest pharmaceutical companies, and the largest private one

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