Description

The Clinic Excellence Consultant (CEC) is responsible for generating sales, market share and profitability within their assigned districts. The CEC's will accomplish this by for driving clinic loyalty through the implementation of Boehringer supported tools within a clinic to enhance clinic operations. CEC's will be responsible for training clinic staff, monitoring the success of the implemented tools and solutions, maintaining strong relationships with both key internal and external stakeholders. CEC's are also responsible for identifying the best opportunities to drive clinic loyalty either through their own implementation of Boehringer tools or in collaboration with a sales representative.

The CEC maximizes opportunities in a team-selling environment, providing the selected customers with access to specialized tools and opportunities. In this capacity, they directly and actively manage the account(s) with extensive collaboration and communication with their Account Team members including PSV(s), Gen Vet Sales Rep, Marketing, Activation Lead and/or other support teams.

The position holder(s) are responsible for leading all aspects (sales, marketing, financial, strategic, contracting) in working with assigned account(s). As the specialized contact for their assigned customers, they lead the development and execution of the strategic clinic excellence business plan through opportunity development and creation, planning and ensure collaboration between BIAH and the account to provide value creation through differentiation and solutions/offering in line with the agreed mutual objectives.

In addition, the CEC 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.

Please Note: this is a field-based role. Territories include: Pennsylvania, West Virginia, Ohio. Ideal living location is Pittsburgh. Living location is negotiable with hiring manager.

Duties & Responsibilities

Clinic Account Management:

• Implements and executes effective sales and services strategies to drive clinic loyalty, maximizing Boehringer's share of wallet.
• Proactively works with assigned district managers & sales representatives to develop clinic activation plans that will grow/defend Boehringer business.
• Develops an extensive knowledge base of all assigned clinics, including their clinic needs, key staff members, business processes, culture, technology footprint, compelling events, and political environment.
• For assigned clinics, builds, and executes a clinic business plan identifying the best Boehringer supported tools to implement to drive clinic operational efficiency and loyalty to Boehringer.
• Keeps all business plans up to date on an ongoing basis, sharing its content with appropriate district managers and sales representatives.
• Provides training to clinic staff on how to maximize Boehringer supported tools to drive clinic operational efficiency.
• Monitors and analyzes performance of Boehringer supported tools to ensure successful implementation, improved clinic operations and enhanced loyalty to Boehringer.
• Within each clinic, identifies key clinic team members and builds relationships with the decision-makers and staff, understanding their goals, challenges and needs.

Opportunity Management:

• Analyzes all available data, including but not limited to sales, gross to net and market share data, to identify clinics of strategic importance to Boehringer.
• Works in collaboration with district managers & sales representatives to prioritize key clinics to pursue and close sales and loyalty opportunities through the successful execution of the clinic business plan.
• Grows loyalty and win new business within the prioritized clinics by developing, communicating, and driving effective strategies that are based on valid, customer-specific mutual value propositions.
• Maintains an accurate and documented pipeline of opportunities within the clinic business plan.
• Routinely discusses and communicates opportunity plan and strategy with appropriate district managers and sales representatives.
• Continuously gathers knowledge of competitors and how to effectively position Boehringer's solutions against them.
• Leverages and effectively communicates Boehringer's solutions (both products and tools) within the clinics to broaden Boehringer's presence and drive loyalty.

Sales and Business Performance Management:

• Meets sales objectives and supports attainment of district and regional/business unit performance objectives.
• Maintains and utilizes Boehringer and competitive product and technical knowledge as well as expertise in Boehringer supported tools.
• Utilizes highly effective selling and strategic account management skills to influence customers to support the use of Boehringer products and supported tools.
• Analyzes customer information and monitors market conditions to optimize customer calls.
• Executes brand, portfolio and Boehringer supported tool strategies to ensure a consistent company sales and marketing message.
• Utilizes CRM tools to create pre-call plans and maintain clinic records concerning activities.
• Completes objectives including achieving sales plan while operating within specified expense budget.
• Leads team meetings and communicate regularly with district team members to ensure customer satisfaction.

Requirements

• BS/BA degree required.
• MBA, Veterinary, Animal Science or comparative degree preferred.
• Minimum of eight to ten (8-10) years of relevant sales/account management/business operations experience with a minimum of five (5) years in animal health or a related industry.
• Ability to travel (up to 40% overnight travel domestically).
• Must possess strong leadership and coaching skills to maximize performance results.
• Must demonstrate an aptitude and desire to sell and gain market share.
• Knowledge of the Animal Health/Veterinary Clinic Industry economics and drivers preferred.
• Ability to work and thrive in a matrix team environment.
• Excellent communication, negotiation, and presentation skills (verbal and written).
• Excellent interpersonal and communication skills.
• Ability to lead without authority and inspire a team to follow.
• Strong learning agility.
• Demonstrated high level of business and financial acumen.
• Proficiency in various business software applications.
• Valid driver's license and an acceptable driving record.
• Authorization and ability to drive a company leased vehicle or authorized rental car.

Eligibility Requirements :

• 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.

Desired Skills, Experience and Abilities

Additional Duties & Responsibilities :

Clinic Excellence Team Leadership:

• Builds and leads an effective clinic team for all assigned accounts.
• Leads and participates in internal CEC and district team meetings and communicates with CEC's and district team members to ensure successful execution of strategy.
• Provides periodic clinic business plan updates to team members.
• Proactively seeks to contribute to BIAH's organizational growth objectives by providing mentoring and coaching new members of the accounts team, as well as new BIAH employees.

Market and Industry Knowledge:

• Responsible for development of market, customer, and industry knowledge.
• Monitors market conditions for changes that impact the animal health business.
• Ensures effective utilization and management of internal and external resources.