Key Account Manager, Swine in North (Ha Noi, Vietnam)

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

 

1) 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.

2) Strategy a nd 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.

3) 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.

4) 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.

5) 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.

6) 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.

 

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