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Senior Key Account Manager - Poultry (Arkansas)

Company: Boehringer Ingelheim
Location: Fayetteville
Posted on: November 22, 2021

Job Description:


The BIAH Poultry 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.
  • Attend and participate in Customer team meetings, and communicate regularly with Key Account team members to ensure Customer satisfaction.
  • 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.
  • 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.
  • Leverage and effectively communicate BIAH--s solutions within the accounts to broaden BIAH--s presence and create new opportunities.
  • 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.
  • 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.
  • Maintain appropriate levels of involvement in Customer issues requiring resolution, including invoices, billings and accounts receivables.
  • 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 Requirements\:

    • Bachelor's degree from and accredited institution required
    • Master--s degree from an accredited institution preferred
    • A minimum of eight (8) years sales or relevant experience
    • A minimum of six (6) years successful animal health or related industry experience, poultry/avian highly preferred
    • Proficiency in Microsoft Office Suite applications
    • Proven communication, negotiation and presentation skills (verbal and written)
    • Ability to travel up to 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 Eligibility Requirements\:

        • 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
        • This position will require individuals to be fully vaccinated against COVID-19 or have an approved medical or religious accommodation. Click here for more information on the vaccine mandate and COVID-19. Who We Are\:

          At Boehringer Ingelheim we create value through innovation with one clear goal\: to improve the lives of patients. We develop breakthrough therapies and innovative healthcare solutions in areas of unmet medical need for both humans and animals. As a family owned company we focus on long term performance. We are powered by 50.000 employees globally who nurture a diverse, collaborative and inclusive culture. Learning and development for all employees is key because your growth is our growth.

          Want to learn more? Visit boehringer-ingelheim.com and join us in our effort to make more health.

          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. All qualified applicants will receive consideration for employment without regard to a person--s actual or perceived race, including natural hairstyles, hair texture and protective hairstyles; color; creed; religion; national origin; age; ancestry; citizenship status, marital status; gender, gender identity or expression; sexual orientation, mental, physical or intellectual disability, veteran status; pregnancy, childbirth or related medical condition; genetic information (including the refusal to submit to genetic testing) or any other class or characteristic protected by applicable law.

Keywords: Boehringer Ingelheim, Fayetteville , Senior Key Account Manager - Poultry (Arkansas), Executive , Fayetteville, Arkansas

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