Key Account Lead, Livestock MSI

Boehringer Ingelheim

The Position

To drive key account strategies, sales and marketing plans, promotional strategies and projects of assigned products in identified key accounts within MSI
Develops and update Account Plans (CBP and MOP) in BI Valkre to maximize the resource utilization and ensures execution of KEY Account Plans, KAM/KAE KPIs achievement, increase of actual BI's products access vs target, market share development & account base expansion. Has the responsibility to meet/exceed tender/vaccine bidding results for the entire accounts in charge, individual direct reports and channels.
Leads a team of KAMs and KAEs in the country through strategic Key Account thinking and communication. Ensures that KAM team has goal clarity and knows the strategy to achieve the goals. Inspire right behaviors and drive executional excellence through demonstrating winning spirit.
Collaborate with MSI distributor team towards account plans driving excellence in global strategic and national strategic account (GSAM and NSAM) aligned with business segment priority and goals.

Duties & Responsibilities1. Analyze, develop, lead, monitor and achieve the National KAM Plan (CBP and MOP)

Analyze the National KAM business for identifying business opportunities based on performance reports, environmental trends, risk assessment and account needs
Prospect growth opportunities and understand customer insights deeply
Develop the National KAM strategy aligned with MKT and FF
Proper integration into affiliate business and financial plan
Drive the National KAM Plan to meet and exceed its objectives, by focusing on KAM's coaching days, KAE days in the field, interaction frequency, target account reach and account plans execution.
Monitor and evaluate regularly the implementation of the National KAM Plan (incl. budgets and expenses) and its target achievement, and take appropriate actions to achieve the objectives of the National KAM Plan
Collaborate with local distributor team in driving and managing account plans, ensuring attainment of accounts and business target goals.

2. Manage the KAM Performance and Development

To lead and monitor KAM team in order to ensure that objectives are achieved by each KAM / KAEs
Observe, document and reward the Quantitative and Qualitative performance
Manage high, average and low performers as per the company policy
Identification of talents within the team which can move to the next level or cross post to a different function
PIP (Performance Improvement Plan) to guide the non- performers with specific objectives for improvement plan

3. Utilize information / reports /BI Valkre to maximize account engagement and KAM team productivity

Ensure all account database is stored and updated in BI Valkre and it is complete, correct, up to date
Ensure 100% adoption of BI Valkre by KAMs
Audit the quality of CfE, Account plans, Stakeholder interactions time to time
Lead business strategies and provide constant feedback to cross functional team to drive operational excellence
Co-create engaging account / key stakeholder experience across face-to-face engagement
Deliver incremental value into the selling process by analyzing and deriving actionable insights from multiple customer engagement channels

Requirements

Business related Degree; Degree in Veterinary Medicine and/or Animal Science, an advantage.
Key Account Management experience in an animal industry in a multinational company is preferred but not required.
Excellent verbal and written communication skills.
Self-motivated, responsible, and flexible.
Demonstration of the AAI behaviors.
Strong leadership skills
In engaging partner functions
In influencing affiliate management team
Customer focus
Willing to take initiative, trying new ideas