Michigan

BoehringerPRD•Indianapolis, IN

2d•Remote

About The Position

The BIAH Key Account Manager (KAM)/SR Key Account Manager (SR KAM) participates in a team-selling environment, providing the selected strategic/key Customers with a primary point of contact within BIAH. In this capacity, the KAM/SR KAM will assume the ‘quarterbacking’ role for their assigned strategic accounts and through extensive collaboration and communication with assigned PSV/KAV(s) and/or other support teams, drive the identification and qualification of opportunities, executing an agreed to account strategy while generating sales and services revenue growth. The KAM/SR KAM builds sustainable, Customer valued relationships which will be measured by their overall satisfaction with BIAH as a valued supplier, increased sales revenue levels, account profitability and ability to use as a third-party reference.

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.
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.
Ability to lead without authority and inspire a team to follow.
Thorough knowledge of industry practices, techniques and standards.
Proficiency in Microsoft Office Suite applications.
Excellent communication, negotiation and presentation skills (verbal and written).
Ability to travel 80% (overnight travel required).
Should reside in proximity to assigned accounts to effectively and efficiently lead and impact.
Valid Driver's License and an acceptable driving record.
Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.
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

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

Responsibilities

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., FDA, EEO, 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.
Implements and executes effective sales and services strategies to ensure maximum share of the assigned strategic/key account’s spending on BIAH and comparable products and services.
Proactively works with PSV/KAV(s) and other support team members to develop account plans and execution of field activities that grow/defend BIAH business position.
Builds strong Customer references by consistently setting realistic expectations early in the designed approach and meeting or exceeding those expectations through successful execution of BIAH’s Key Account Management Business Model.
Develops an extensive knowledge base of all assigned strategic/key accounts, including their business profile, key players, competition, business processes, culture, technology footprint, compelling events, political environment and strategies.
Builds a Strategic Customer Business Plan (SCBP) for each assigned strategic/key account, keeping it up to date on an ongoing basis and sharing its content with all Strategic/Key Account team members and management as applicable.
Within each strategic/key account, seeks to expand and strengthen BIAH’s presence by establishing proactive relationships with decision-makers, recommenders and influencers, both within the Customer and other third parties of influence.
Facilitates Customer satisfaction through the proper deployment of the appropriate BIAH resources to successfully execute our KAM Business Model.
Leads Customer team meetings and communicates regularly with Key Account team members to ensure Customer satisfaction.
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.
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.
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.
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.