The Position
The Regional Strategic Account Manager Poultry (RSAM) is responsible for growing and managing business relationship with our strategic customers across the ROPU. This includes responsibility for achieving the sales budget, executing the sales & marketing plan and leading the account planning process for customers.
The RSAM is expected to:
- Deliver excellence in customer support and ensure above market growth in global & national ASKAN Poultry Strategic Accounts.
- Drive long term revenue and profitability growth with our strategic customers in collaboration with country key account managers and poultry team and alignment with ASKAN goals and performance.
- Implement the growth strategy and define the short, medium and long term growth tactics for global and national strategic in close collaboration with ASKAN Boehringer Ingelheim poultry team and the global strategic account management team.
- Work closely with ASKAN poultry leadership (BSHs) and local key account managers to ensure implementation of strategic targets across customer aligned countries.
- Provide operational guidance & leadership to the local SAM Customer Team members in sharing information and best practice between the GSAM and local SAMs.
- Functioning as the first line contact to represent ASKAN key poultry customers in scope to the GSAM organization and to ASKAN leadership.
- Gather and update key insights with ASKAN CX and SAMs 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.
Duties & Responsibilities
1. FINANCIAL TARGETS
- To achieve in collaboration with ASKAN management, poultry leadership and local KAMS short and mid term financial targets as set by the poultry department for the assigned strategic accounts.
- Translate the Boehringer Ingelheim SAM strategies into annual sales targets mutually agreed with local Boehringer Ingelheim Animal Health SAM account owners and ASKAN poultry leadership.
2. STRATEGY AND IMPLEMENTATION
- Provide planning and executing support to the KA Customer Business Plans in line with the local/ASKAN poultry strategy/ Global poultry strategy and GSAM poultry directions in cooperation with the ROPU poultry team.
- Identifying customer needs and make proposals for solutions that leads to maximal Share of wallet and optimal key account intimacy. Fosters a solution based approach to create win-win situations.
- Follow up on implementation of focus activities and measure impact on strategic targets. Ensure compliance of interaction of Boehringer Ingelheim SAM teams with ASKAN key accounts.
- Gather and assess competitive intelligence, perform market/ customer analysis
3. ACTIVITY REPORTING
- Regularly update the sales potential of strategic accounts by product group and track the Boehringer Ingelheim Animal Health sales vs potential and share of wallet.
- Names of top customers
- Regular customer segmentation
- Service level definition per customer
- Active management of distribution channels
- Active monitoring of supply situation
- Active demand planning and forecasting implementation per customer through local KAMs & distributors.
- Monthly reporting into GSAM (business, opportunities, incidents, market intel, etc)
4. NETWORKING AND COMMUNICATION
- Initiate contact with company HQ and build the network with key accounts Management.
- Establish a communication network between local Boehringer Ingelheim Animal Health SAMs teams, GSAM and key accounts.
- Ensure regularly sharing of best practice and Boehringer Ingelheim as well as competitor activities.
- Exchange information between the key accounts, SAMs, ASKAN poultry and GSAM team.
5. ORGANISATIONAL ALIGNMENT
- Serves as a first line single contact for ROPU/Global Strategic Account Management in alignment with ASKAN poultry leadership.
- First line of escalation to the global functions in case of customer demands (pricing, supply, key investment...etc)
- Provide support and suggestions to SEASK / Local SAMs/Global Customer management to facilitate potential negotiations with Customer.
- Ensures communication to key accounts stakeholder and to the Boehringer Ingelheim 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 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)
The role is bound by all Compliance, Pharmacovigilance and Regulatory policies
- Collaborate strongly with local, regional and global commercial and enabling functions.
- Work within cross-functional multi-level teams with high level of complexity
- Learning agility to keep abreast of relevant industry trends and research
- Travel extensively in territory and partly nationally and internationally
- Offer knowledge in peer to peer training
- Attend trade shows nationally
- Share market knowledge and current trends
- Leading without administrative power.
- Providing SAM Customer implementation strategy objectives and guidance.
- Understanding and dealing with complex customer relationships.
- Supporting and providing recommendations to local poultry SAMs and GSAM and ASKAN poultry.
- This role draws upon deep knowledge and understanding of poultry production, poultry health, diagnostics and data driven management decisions. He/She needs to have knowledge and capability to manage and collaborate with key customer stakeholders as well as local, regional and global Boehringer Ingelheim Animal Health stakeholders.
- Commercial and technical acumen required.
- Excellent knowledge in poultry business.
- Long term working experiences in business or Strategic account management as well as working across matrices.
- The role has a substantial impact on the OPU/ROPU Boehringer Ingelheim Animal Health business and the image of Boehringer Ingelheim Animal Health. The job is a key role to drive and achieve the quantitative & qualitative species targets in the OPUs & ROPU. The service level needs to meet business to business requirements in terms of technical support and information. Its a strategic approach with mid/long term focus.
Requirements
- Degree in Veterinary Medicine or Animal Science (Veterinary or comparative degree recommended). Master Degree in Business Administration
- Long term work in poultry business and with poultry accounts.
- Long term work experience in business or strategic/Key account management.
- At least 10 years solid sales and marketing experience with a proven track record of achieving targets 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
- Special working experiences: Background to agricultural related industries
- Competencies critical for success of this position
- Analytical Thinking and Working
- Strategic thinking.
- Influencing Skills
- Customer management
- Key Account Planning & Organization
- Business management
