Job Description

The Key Account Manager (KAM) is responsible for growing and managing business relationship with our key customers in Companion Animal. 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.

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 BI SAM/KAM Customers in close collaboration with ASKAN BIAH Strategic Account Management. Work closely with ROPU CX and species leadership (BSHs) 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 line contact for Customer SEASK Leadership and facilitate collaboration with ASKAN BIAH 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 in the Companion Animal business

Duties & Responsibilities:

• FINANCIAL TARGETS: Achieve short and mid term financial targets as set by the Companion Animal Business Segment for the assigned territory/customers qualitative target achievement on launch/individual brands in the territory.

  Translate the BIAH Customer strategy into annual sales and outlook targets that is mutually agreed with local OPU management and Customer account owners.

• STRATEGY AND IMPLEMENTATION:
  Setting and executing the KA Customer Business Plans in line with the local/ASKAN Pets strategy in cooperation with the ROPU/OPU CX and BUMs/KATLs/BSHs.

  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 BIAH 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 BI SAM customer team members and BI leadership.

• SALES AND ACTIVITY REPORTING
  Regularly update the sales potential of the strategic account by product segment and species and track the BIAH sales vs potential and share of wallet.

  Provide a quarterly/monthly sales and activity report to the global, regional and local stakeholders.

• 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.

• 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.

• 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)
  

Requirements:

• 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
• First line accountability for the key/strategic customers
  Leading without administrative power.
  Providing SAM Customer implementation strategy objectives.
  Understanding and dealing with complex customer relationships.
  Supporting and providing recommendations to local companion animal business.
• This role draws upon deep knowledge and understanding of companion animal, vet clinic management, animal 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 BIAH stakeholders.
  Commercial and technical acumen required.
  Long term working experiences in Strategic/Key account management as well as working across matrices.
• The role has a substantial impact on the OPU/ROPU BIAH Animal Health business and the image of BIAH. 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.
• Degree in Veterinary Medicine or /Agricultural Engineering or Business Management(Veterinary or comparative degree recommended)
  Master Degree in Business Administration
• Required Skills:
  Special Skills
  
  • 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
• Competencies critical for success of this position
  
  • AAI competencies
  • Analytical Thinking and Working
  • Strategic thinking.
  • Influencing Skills
  • Customer management
  • Key Account Planning & Organization

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. If you have any question on the recruiting process, please contact: achmad.ridwan@boehringer-ingelheim.com
Note to Recruitment Agencies: Boehringer Ingelheim (BI) does not accept candidate submissions from recruitment agencies that BI does not have existing contracts with.BI will not be responsible for payment of recruitment fees for the hiring of candidates whose resumes were submitted to BI employees or BI offices without BI’s prior permission.
Job - Commercial Operations Primary Location - Africa, Asia, Australasia-Indonesia Organization - ID-PT Boehringer Ingelheim Indonesia Schedule - Full-time