The Position
The KAM (Swine) participates in a team selling environment, providing selected key customers with a primary point of contact within Boehringer Ingelheim Animal Health. In this capacity the KAM is responsible for their assigned key accounts. With extensive collaboration and communication with other team members including but not limited to Technical Service Veterinarians, Business Unit Director, Coordinator, other team members. The KAM is responsible to qualify and drive the opportunities, execute an agreed to account strategy while generating sales and "service" growth. In addition build customer valued relationships that will be measured by the overall satisfaction the customer has with Boehringer Ingelheim Animal Health as a valued supplier.
Responsibilities
Customer Orientation:
- Develops and shares a long-term vision for the customer's organisation to help make their business successful
- Identifies the customer's pressures, plans and problems and determines the most promising opportunities for mutual value
- Co-creates solutions that address the customer's needs and communicates the value for the customer and for BIAH
- Engages the customer, utilises effective questioning to deeply understand their needs and drives the relationship towards a trusted advisor position
Business Acumen:
- Exhibits a thorough understanding of industry and market landscape dynamics, customer imperatives and the customer's competitive position
- Comprehends business management principles and BIAH/ customer operating models and incorporates into strategic and tactical planning and decision making
- Gathers extensive information and conducts comprehensive business analysis, scenario planning and risk assessment to generate and evaluate mutual opportunities
- Quantifies and communicates BIAH and customer investment requirements, ROI and the value of mutual opportunities, and conducts regular business reviews
Strategic Focus:
- Determines current and future customer potential, defines strategic importance for development/long-term growth and applies appropriate growth strategies
- Develops and communicates BIAH vision, mission, strategy and goals for the customer that differentiates BIAH from the competition and leads to a trusted advisor position
- Co-creates solutions that best align with the strategic imperatives of the customer and BIAH
- Regularly reviews performance and adjusts plans to ensure strategic alignment
Effective Execution:
- Generates and continually evolves individualized customer business plans and defines relevant and differentiated mutual opportunity plans
- Determines SMART goals, KPI's and milestones to achieve defined customer and BIAH goals
- Specifies action plans, tactics and outcomes to implement the MOP and prioritizes and translates plans and tactics into action
- Leads and aligns cross-functional team members and coordinates efforts and communication to achieve results
- Proven communication, negotiation and presentation skills (verbal and written)
- Tracks performance metrics and KPis, regularly reviews performance and updates and adjusts customer business plans as needed
Relationship Management:
- Evaluates customer openness and willingness to partner and develops customer relationship goals
- Connects with the customer and builds rapport through active listening and empathy
- Builds supportive networks and relationships with key individuals and groups outside of BIAH to facilitate the achievement of goals
- Leads joint customer business reviews and evaluates and communicates the voice of the customer internally
Compliance:
- Preforms all company business in accordance with all regulations and Boehringer Ingelheim guide lines and procedures.
- Demonstrates high ethical and professional standards with all business contracts in order to maintain Boehringer Ingelheim's reputation within the industry.
This position is field-based.
Field-based roles require employees to be located in the area/region where their role is based to be close to our customers.
Requirements
- University Degree
- Preferred areas if study include Agriculture, Science, Business MBA, MSc, &/or DVM considered an asset
- French language skills are an asset for some regions of Canada, and required for Quebec-based KAM positions.
- Experience in production economics an asset
- A minimum of 5 years sales experience, or relevant marketing and business experience within the swine industry.
- Ability to adapt quickly with resilience in a rapidly changing environment.
- Strong computer skills and literacy essential
- Ability to analyze data, and transform into relevant insights to create value
- Proven high proficiency in problem solving and solution creation
- Strong written and verbal communication capabilities to be effective in customer interactions and presentations.
- Exceptional listening skills
- Ability to travel within Canada, to the USA and globally: 50%
Other required skills and behaviours:
- Strong Customer orientation
- Established Business acumen
- Strategic focus capability
- Track record of effective execution of initiatives
- Exceptional Relationship management and value co-creation
- Strong technical capabilities with respect to use of CRM tools, analysis of data to drive decisions.
Total Rewards
We offer a competitive salary, generous amount of paid time off (vacation, personal days, contingency paid time off days for Long Term Contract Employees), comprehensive and flexible benefits plan, Defined Contribution Pension Plan with company matching of RRSPs, Employee and Family Assistance Plan, employee and leadership development programs, and programs to support overall health and wellness for employees.
Visit https://www.boehringer-ingelheim.com/ca/careers/benefits-rewards
READY TO APPLY?
Click the "Apply Now" button below to submit your application.
We thank all applicants for their interest in our company. Please note that only candidates selected for an interview will be contacted.
Boehringer Ingelheim Canada is committed to providing accommodations for people with disabilities to support their participation in all aspects of the recruitment and selection process. If you require accommodation, we will work with you to meet your needs.
DEADLINE FOR APPLICATIONS
Applications for this position will be accepted until December 11, 2024
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