Key Account Manager

Salary depends on experience
Posted on 11/14/17
5 - 7 years experience
Salary depends on experience
Posted on 11/14/17

Description:   The BI Animal Health (BI AH) Key Account Manager (KAM) participates in a team-selling environment, providing the selected strategic/key Customers with a primary point of contact within BI AH.  In this capacity, the KAM will assume the ‘ownership’ role for their assigned strategic/key accounts and through extensive collaboration and communication with assigned Proessional Service Veterinarians (PSV(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. In addition, the KAM will build sustainable, Customer valued relationships which will be measured by their overall satisfaction with BI AH as a valued supplier, increased sales revenue levels, account profitability and ability to use as a third party reference.   As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies' success. We realize that our strength and competitive advantage lie with our people. We support our employees in a number of ways to foster a healthy working environment, meaningful work, diversity and inclusion, mobility, networking and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.   Duties & Responsibilities:

  • Account Management
  • Implement and execute effective sales and services strategies to ensure maximum share of the assigned strategic/key account’s spending on BI AH and comparable products and services.
  • Proactively work with PSV(s) and other support team members to develop account plans and execution of field activities that grow/defend BI AH business position.
  • Build strong Customer references by consistently setting realistic expectations early in the designed approach and meeting or exceeding those expectations through successful execution of BI AH’s Key Account Management Business Model.
  • Develop 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.
  • Build 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, seek to expand and strengthen BI AH’s presence by establishing proactive relationships with decision-makers, recommenders and influencers, both within the Customer and other third parties of influence.
  • Facilitate Customer satisfaction through the proper deployment of the appropriate BI AH resources to successfully execute our KAM Business Model.
  • Attend and participate in Customer team meetings, and communicate regularly with Key Account team members to ensure Customer satisfaction.
  • Opportunity Management
  • Identify, pursue and close new sales opportunities through the successful execution of BI AH’s Opportunity Management Planning process (OMP).
  • Position BI AH 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 discuss and communicate opportunity plan sales strategy with other members of the account team, as well as BIVI business management and the Employee’s direct manager.
  • Maintain an accurate and documented pipeline of opportunities within the Strategic Customer Business Plan (SCBP) and provide appropriate communication of such to BI AH management and the Employee’s direct manager.
  • Provide BI AH management and the Employee’s direct manager with accurate and timely sales forecasts to ensure proper visibility of new and current business within BI AH to optimize effective resource planning throughout the organization.
  • Continuously gather knowledge of competitors and how to effectively position BI AH solutions against them.
  • Leverage and effectively communicate BI AH’s solutions within the accounts to broaden BI AH’s presence and create new opportunities.
  • Strategic/Key Account Team Leadership
  • Build and lead an effective strategic/key account team for all assigned accounts.
  • Lead and participate in internal account team meetings, and communicate with account team members to ensure successful execution of strategy.
  • Provide periodic Strategic Customer Business Plan (SCBP) and Opportunity Management Plan (OMP) updates to strategic/key account team members.
  • Participate 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 seek to contribute to BIVI’s organizational growth objectives by providing mentoring and coaching, as needed, to new members of your strategic/key account team, as well as to new BI AH employees.
  • Administrative Management
  • Comply with all BI AHJHuman Resources, sales, proposals and contract policies.
  • Ensure 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.
  • Comply in a timely manner with all travel and expense policies.
  • Maintain appropriate levels of involvement in Customer issues requiring resolution, including invoices, billings and accounts receivables.
  • Personal Development
  • Develop an Individual Personal Development Plan that will include your business and personal goals and objectives.  Discuss, confirm and review on an ongoing basis with BIVI Management along with the Employee’s direct manager.
  • Continue to build and grow personal knowledge of industry trends and BI AH product offerings, as well as your general business acumen.
  • Review, establish and implement a personal training plan to facilitate your ongoing growth and professional development at BI AH.
  • Completes all special projects as required by Company (i.e. mentoring, training, leadership of projects)


  • Bachelor's degree required, Master’s degree preferred.
  • A minimum of six (6) years relevant sales experience.
  • A minimum of four (4) years successful animal health or related industry experience.
  • Previous confined cattle operations experience strongly preferred
  • Previous distribution experience is preferred
  • Proficiency in Microsoft Office Suite applications.
  • Proven communication, negotiation and presentation skills (verbal and written)
  • Ability to travel 80% (overnight travel required).
  • Should reside in territory geography or be willing to relocate.
  • Valid Driver's License and an acceptable driving record.
  • Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.  
  • Performs all Company business in accordance with all regulations (e.g., EEO, FDA, etc.) and Company policy and procedures. When violations are noted/observed they are to be immediately reported to management. Demonstrates high ethical and professional standards with all business contacts in order to maintain BIVI's excellent reputation within the animal health community and internally  

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   


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