Regional Key Account Manager, North

The Position

Regional Key Account Manager

• Managing Team/People – Coach (Boehringer Ingelheim's KAM model, CEM KAM) and lead a team of Key Account Executives within an assigned territory
• Undertake change management within the evolving multi-channel customer engagement environment employing hybrid coaching skills (F2F - face to face, S2S - screen to screen)
• Managing Business/Performance:
• Develop Key account management strategy and execute a Regional/ National Key account business plan to maximize resource utilization, ensuring targeting of the most valuable accounts, KAE/CRM KPI achievement, target/ goal setting (e.g. listing process, sales, profit, market share, growth etc.), relationship building/ customer engagement, market share development & customer base expansion
• Cross functional collaboration (e.g. Market Access, Medical, Marketing, Promotion, HP Ops etc.) to achieve KAM business goals
• Responsible for meeting/ exceeding business objectives for the assigned territory and individual direct reports
• Compliance, Code of Conduct and Policies - responsible for ensuring all company, industry and local compliance requirements(e.g. Pharmacovigilance) are understood, adhered to, monitored and respected within the immediate team
  
  

Tasks & Responsibilities:

• Analyze, monitor, execute and achieve Key Account Plans:
• Develop, execute and achieve/exceed Key Account Plans aligned with the National/ Regional Plan
• Identify/Segment the target Key accounts (hospitals/ institutions)/ customers (stakeholders - purchasing, medical committee, pharmacist, hospital directors, marketing, etc.)
• Outline the process of 1) Tiering, 2) Prioritizing and 3) Clustering employed in the selection of KEY accounts
• Utilize the best data sources - internal information (Veeva/Promotion data), public information, interview & account research which supports the identification of target accounts
• Monitor implementation of Key Account Plans (incl. budgets and expenses) regularly and take appropriate actions to address issues/ under-performance to ensure achievement of objectives
• Provide data driven analysis/actionable insights and recommend appropriate solutions for performance gaps and opportunities during Business Review
• Regularly interact with cross functional team (Medical, Marketing, Promotion, Market Access, etc.) to align on the roles and responsibility to ensure Key Account Plan execution
• Demonstrate Boehringer Ingelheim behaviors and act as a role model of Boehringer Ingelheim values
• Coach KEY Account Executives (F2F/ virtual) to develop excellent Account Engagement skills (aligned to CEM KAM and Boehringer Ingelheim KAM model) executed across customer's preferred communication channels:
• In depth and accurate knowledge of the Hybrid CEM KAM steps, behaviours and standards for each proficiency level in the CEM rubric
• Utilising CfE/ Virtual consistently plan the coaching session by reviewing previous coaching logs, comments on Veeva online. CfE report, areas of improvement and areas of strengths
• Coach/ Train KAE's on effectively utilizing all channels and data sources (e.g. F2F - face to face, S2S - screen to screen, Datasight) to drive excellent Account Engagement
• Create and execute a sequential coaching plan to ensure development of Reps focused CEM KAM behavior
• Create the coaching report (F2F/ S2S) by entering basic information about the session and any useful pre-coaching notes. Add behaviors based on identified developmental areas. Create and share to KAEs and line manager completed coaching report
• Conduct the coaching session applying eGROW principles by focusing on the selected behaviors, and giving objective feedback at the end of each coaching session
• Include the appropriate proficiency rating for each behavior aligned with observed evidence and the CEM KAM rubric
• Complete the coaching by identifying SMART development objectives based upon hybrid CEM KAM behaviours most requiring attention
• Allocate coaching days based on priority of development needs within KAEs
• Recruit, Manage KAE Performance and Development within the assigned Territory:
• KAE Job Profile and Competency Framework actively referred to in screening for new hires to ensure potential KAEs can operate in a multi-channel account engagement environment
• Manage KAE performance regularly, driving customer focus, outcome orientation, long-term perspective, ownership, course correction
• Results: Manage long term growth, profitability (discounts), customer satisfaction rating
• Process milestones: listing status vs objective, proportion of accounts at/ beyond each step, average time between stages of process
• Activities: Quality of KEY account plans, % milestones and Key activities achieved vs plan
• Initiate, develop and implement KAE performance action plans per KAE priority in a regular, consistent manner
• Address KAE non-performance with courage and speed, following Company guidelines (e.g. objectively, data driven)
• Conduct coaching and MAG discussions - beginning of the year, year-end (or whenever the need arises)
• Identification of talents within the team who can be considered for promotion to the next level or cross posted to a different function
• Observe, document and reward the quantitative and qualitative performance of the KAEs in the context of the Regional Key Account Plans
• Conduct coaching and MAG discussions (beginning of the year, year-end, or whenever the need arises)
• Identification of talents within the team which can move to the next level or cross post to a different function
• Utilize Veeva CRM system, Datasight and standard reports to monitor and maximize account engagement and KAE productivity, including Multi-channel utilization (F2F, S2S KPIs):
• Maintain correct and complete customer database for the responsible territory, within the legal framework
• Active and regular monitoring of Account performance, Multi-channel execution data and all relevant activity KPIs to track KAE multi-channel customer interactions and their impact on account plan execution
• Maximize the productivity of the Key account team by utilizing Veeva functions like Veeva Account planning, CfE, Reports and dashboards
• Submit a monthly performance & activities report with appropriate analysis, action plans and competitor activity information, sharing with relevant colleagues/ functions
• Ensure daily & factual interaction submissions from the KAEs in Veeva
• Regular review of all reports submitted by the KAEs with corresponding comments and action plans agreed together with the KAM
• Comply with local regulations, industry and the BI Code of Conduct:
• Comply with all regulations regarding interactions with healthcare professionals (HCPs), following the BI Code of Conduct
• Take prompt and necessary actions on issues of compliance and Pharmacovigilance
• Be a role model in compliance with local regulations, industry and the Boehringer Ingelheim's Code of Conduct
• Ensure KAEs are knowledgeable and compliant with relevant Code of Conduct documentation and regulations
  
  

Requirements:


Capabilities required:

• Government/ Market/ Industry/ Product knowledge
• Account engagement skills
• Promotion Action Planning/ Key Account Planning
• Customer Relationship Management
• Communication skills
• Planning and organizing
• Negotiation skills
• Performance management
• Driving Execution Excellence
• IT literacy
• Advanced organization skills across multiple, simultaneous Key Account Management initiatives
  
  

Experience required:

• Direct promotion experience in healthcare industry is advantageous
• Prior District Management, Key Account and/or Marketing experience and management is advantageous
  
  

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Please contact our Recruiting Team: [Confidential Information]

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