Boehringer Ingelheim Key Account Manager - Cattle (Nebraska/Colorado) Region in NEBRASKA, United States
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.
The BIAH 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 KAM will assume the ‘ownership’ role for their assigned strategic/key accounts and through extensive collaboration and communication with assigned PSV(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 KAM will build 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:
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(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.
Attend and participate in Customer team meetings, and communicate regularly with Key Account team members to ensure Customer satisfaction.
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.
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, as needed, to new members of your strategic/key account team, as well as to new BIAH employees.
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.
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.
Completes all special projects as required by Company (i.e. mentoring, training, leadership of projects)
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
Bachelor's degree from an accredited institution required, Master’s degree from an accredited institution preferred.
A minimum of six (6) years relevant sales experience
A minimum of four (4) years successful animal health or related industry experience
Proficiency in Microsoft Office Suite applications
Proven communication, negotiation and presentation skills (verbal and written)
Ability to travel 80% (overnight travel required)
Should reside in territory geography or be willing to relocate.
Valid Driver's License and an acceptable driving record.
Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.
Desired Skills, Experience and Abilities:
- Previous distribution experience is preferred
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
Boehringer Ingelheim is one of the world’s top 20 pharmaceutical companies and operates globally with approximately 50,000 employees. Since our founding in 1885, the company has remained family-owned and today we are committed to creating value through innovation in three business areas including human pharmaceuticals, animal health and biopharmaceutical contract manufacturing. Since we are privately held, we have the ability to take an innovative, long-term view. Our focus is on scientific discoveries and the introduction of truly novel medicines that improve lives and provide valuable services and support to patients and their families. Employees are challenged to take initiative and achieve outstanding results. Ultimately, our culture and drive allows us to maintain one of the highest levels of excellence in our industry. We are also deeply committed to our communities and our employees create and engage in programs that strengthen the neighbourhoods where we live and work. Boehringer Ingelheim, including Boehringer Ingelheim Pharmaceuticals, Inc., Boehringer Ingelheim USA, Boehringer Ingelheim Animal Health USA, Inc., Merial Barceloneta, LLC and Boehringer Ingelheim Fremont, Inc. is an equal opportunity and affirmative action employer committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender identity or expression; affectional or sexual orientation; disability; veteran or military status, including protected veteran status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.
Boehringer Ingelheim is firmly committed to ensuring a safe, healthy, productive and efficient work environment for our employees, partners and customers. As part of that commitment, Boehringer Ingelheim conducts pre-employment verifications and drug screenings.
Title: Key Account Manager - Cattle (Nebraska/Colorado) Region
Other Locations: Americas-US-CO-Greeley
Requisition ID: 1815047