Key Account Manager/SR KAM, Poultry - Field

BoehringerPRD•Huntsville, TX

3d•Onsite

About The Position

The BIAH Key Account Manager (KAM) and Senior Key Account Manager (SR KAM) roles are field-based positions within a team-selling environment. The KAM/SR KAM serves as the primary point of contact for selected key/strategic customers, taking a 'quarterbacking' role for their assigned accounts. Through collaboration with assigned PSV(s)/KAV(s) and other support teams, they will drive opportunity identification and qualification, execute account strategies, and generate sales and services revenue growth. The core objective is to build sustainable, customer-valued relationships, measured by customer satisfaction, increased sales revenue, account profitability, and the ability to serve as a third-party reference. The SR KAM role involves leading customer team meetings and mentoring new team members and employees, while the KAM role involves participating in these meetings and providing mentoring to internal business partners. Both roles require adherence to company policies and regulations, demonstrating high ethical standards, and managing sales opportunities through BIAH's Opportunity Management Planning process. They will also gather competitor knowledge, leverage BIAH solutions, and maintain accurate sales pipelines and forecasts.

Requirements

Bachelor's degree preferred.
With a Bachelor's degree must have a minimum of five (5) years’ experience in either a sales position or leadership role in a producer organization of the assigned specie or a combination of such positions.
In lieu of a degree must have ten (10) years industry experience in the assigned species, including at least six (6) years in a producer organization within the species with progressive roles including a leadership position.
Ability to travel 80% (overnight travel required).
Must demonstrate an aptitude and desire to sell and gain market share.
Developing business and financial acumen.
Previous distribution experience is helpful.
Self-starter with demonstrated ability to work without supervision.
Comprehensive knowledge of industry practices, techniques, and standards.
Proficiency in Microsoft Office Suite applications.
Proven communication, negotiation, and presentation skills (verbal and written).
Must reside in proximity to assigned accounts to effectively and efficiently lead and impact accounts.
Valid Driver's License and an acceptable driving record.
Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.
Bachelor's degree preferred; Master's degree desirable.
With a Bachelor's degree must have a minimum of ten (10) years’ experience in either a sales position or leadership role in a producer organization of the assigned specie or a combination of such positions.
In lieu of a degree must have fifteen (15) years industry experience in the assigned species, including at least six (6) years in a producer organization within the species with progressive roles including a leadership position.
Demonstrates an aptitude and desire to sell and gain market share.
Demonstrates high level of business and financial Acumen.
Previous distribution experience is preferred.
Ability to lead without authority and inspire a team to follow.
Thorough knowledge of industry practices, techniques and standards.
Excellent communication, negotiation and presentation skills (verbal and written).
Should reside in proximity to assigned accounts to effectively and efficiently lead and impact.
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.

Nice To Haves

Previous distribution experience is helpful.
Master's degree desirable.

Responsibilities

Attends and participates in Customer team meetings and communicate regularly with Key Account team members to ensure Customer satisfaction.
Proactively seeks to contribute to BIAH’s organizational growth objectives by providing mentoring and coaching to internal business partners (i.e., marketing operations, Cx, Commercial Supply, Finance, etc.) on the key account model and needs of assigned account teams.
Leads Customer team meetings and communicates regularly with Key Account team members to ensure Customer satisfaction.
Proactively seeks to contribute to BIAH’s organizational growth objectives by providing mentoring and coaching new members of the strategic key accounts team, as well as new BIAH employees.
Leads or participates in special projects as required by Company (i.e., mentoring, training, leadership of projects).
Performs all Company business in accordance with all regulations (e.g., EEO, FDA, etc.) and Company policy and procedures.
Immediately reports noted/observed violations to management.
Demonstrates high ethical and professional standards with all business contacts to maintain BIAH's excellent reputation within the animal health community and internally.
Identifies, pursues and closes new sales opportunities through the successful execution of BIAH’s Opportunity Management Planning process (OMP).
Positions 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 discusses and communicates opportunity plan sales strategy with other members of the account team, as well as BIAH business management and the Employee’s direct manager.
Maintains an accurate and documented pipeline of opportunities within the Strategic Customer Business Plan (SCBP) and provides appropriate communication of such to BIAH management and the Employee’s direct manager.
Provides 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.
Continuously gathers knowledge of competitors and how to effectively position BIAH solutions against them.
Leverages and effectively communicates BIAH’s solutions within the accounts to broaden BIAH’s presence and create new opportunities.
Builds and leads an effective strategic/key account team for all assigned accounts.
Leads and participates in internal account team meetings and communicate with account team members to ensure successful execution of strategy.
Provides periodic Strategic Customer Business Plan (SCBP) and Opportunity Management Plan (OMP) updates to strategic/key account team members.
Participates 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.
Complies with all BIAH Human Resources, sales, proposals and contract policies.
Ensures 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.
Communicates to Management and the Employee’s direct manager per the established communication plan expectations.
Complies in a timely manner with all travel and expense policies.
Maintains appropriate levels of involvement in Customer issues requiring resolution, including invoices, billings and accounts receivables.
Develops an Individual Personal Development Plan that will include business and personal goals and objectives.
Discusses, confirms and reviews on an ongoing basis with BIAH Management along with the Employee’s direct manager.
Continues to build and grow personal knowledge of industry trends and BIAH product offerings, as well as general business acumen.
Reviews, establishes and implements a personal training plan to facilitate ongoing growth and professional development at BIAH.