Key Account Manager, Poultry and Swine

2 weeks ago

Kuala Lumpur, Malaysia BI (Malaysia) Sdn. Bhd Full time

**The Position**:
The Key Account Manager (KAM) is responsible for growing and managing business relationship with our key customers. This includes responsibility for achieving the sales budget of identified accounts, executing the sales & marketing plan and leading the account planning and execution process via Customer Business Plans for customers.

KAMs are expected to:

- Deliver excellence in customer support and ensure above market growth in the multinational/national Strategic/Key Accounts. Continuous assessment clarification, validation and management of key customer needs.
- Drive long term revenue and profitability growth with our strategic/key customers and in alignment with SEASK goals and performance.
- Implement the growth strategy and define the short, medium and long term growth tactics for the BI SAM/KAM Customers in close collaboration with SEASK BIAH Strategic Account Management. Work closely with ROPU CX and species leadership (BSHs) to ensure implementation of strategic targets across customer aligned countries.
- Provide functional leadership to SAM Customer Team members in OPUs. Sharing information and best practice between the local SAM Customer teams.
- Functioning as the first line contact for Customer SEASK Leadership and facilitate collaboration with SEASK BIAH Leadership.
- Gather and update key insights based on monthly performance analysis and take quick action based on these insights, in particular focusing on achieving/growing Share of wallet (SOW)leadership across species.

**Duties & Responsibilities**:
1) FINANCIAL TARGETS:

- Achieve short and mid term financial targets as set by the avian / ruminant / pets / swine department for the assigned territory/customers qualitative target achievement on launch/individual brands in the territory.
- Translate the BIAH Customer strategy into annual sales and outlook targets that is mutually agreed with local OPU management and Customer account owners.

2) STRATEGY AND IMPLEMENTATION:

- Setting and executing the KA Customer Business Plans in line with the local/SEASK avian / ruminant / pets / swine strategy in cooperation with the ROPU/OPU CX and BUMs/KATLs/BSHs.
- Ensure proper priority setting and focus to achieve targets and customer level.
- Define mutual growth opportunities and objectives and provide input to performance reviews and yearly performance setting of local BIAH SAM/KAM team members.
- Conduct and provide input to Customer global projects in close alignment with local and ROPU stakeholders.
- Follow up on implementation activities and measure impact on strategic targets. Ensure compliance of interaction of the BI SAM customer team members and BI leadership.

3) SALES AND ACTIVITY REPORTING
- Regularly update the sales potential of the strategic account by product segment and species and track the BIAH sales vs potential and share of wallet.
- Provide a quarterly/monthly sales and activity report to the global, regional and local stakeholders.

4) CUSTOMER MANAGEMENT AND ENGAGEMENT
- Lead by compiling all relevant information in the CRM system for our customers.
- Identify customer needs and make mutually agreed proposals for solutions that leads to maximal Share of wallet and optimal key account intimacy.
- Gather and assess competitive intelligence, perform market/customer analysis.
- Drive innovation and change, communicate market related opportunities to team and business.
- Create innovative solutions on launching products to customers.

5) ORGANISATIONAL ALIGNMENT
- Serves as a first line single contact for ROPU/Global Strategic Account Management.
- Provide support and suggestions to ROPU/Global Customer management to facilitate potential negotiations with Customer.
- Ensures communication to key customer plan stakeholder and to the Boehringer Ingelheim ROPU/OPU Management.
- Work cross-functionally internally and externally across species and enabling functions including legal, finance, supply and local/ROPU management.

6) RELATIONSHIP BUILDING
- Understands the formal and informal Customer structure including decision making and influence maps.
- Identifies key leverage points and mutual growth opportunities in the business.
- Ensures activities and interactions are in line with Boehringer Ingelheim compliance guidelines and ensures adherence to corporate SOP's and procedures (e.g Code of Conduct), local regulations, ethical standards and best practices as applicable.
- Ensures continuity of relationships in case of change of key personnel.
- Prepare for/conduct informative discussions with ROPU to understand expectations or requests (e.g. global rebate/discounts, commercial policies)

**Requirements**:

- Degree in Veterinary Medicine or /Agricultural Engineering or Business Management(Veterinary or comparative degree recommended)
- Master Degree in Business Administration

**Required Skills**:
Special Skills
- Long term work experience in Strategic/Key account management.
- At least 5 years solid sales a

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