United Spinal Association Jobs

The Position

Regional Key Account Manager

• Managing Team/People – Coach(Boehringer Ingelheim’s KAM model, CEM KAM)and lead a team of Key Account Executives within an assigned territory.

• Undertake change management within the evolving multi-channel customer engagement environment employing hybrid coaching skills(F2F - face to face, S2S - screen to screen).

• Managing Business/Performance:

• Develop Key account management strategy and execute a Regional/National Key account business plan to maximize resource utilization, ensuring targeting of the most valuable accounts, KAE/CRM KPI achievement, target/goal setting (e.g. listing process, sales, profit, market share, growth etc.),relationship building/ customer engagement, market share development & customer base expansion.

• Cross functional collaboration (e.g. Market Access, Medical, Marketing, Promotion, HP Ops etc.)to achieve KAM business goals.

• Responsible for meeting/exceeding business objectives for the assigned territory and individual direct reports.

• Compliance, Code of Conduct and Policies - responsible for ensuring all company, industry and local compliance requirements(e.g. Pharmacovigilance) are understood, adhered to, monitored and respected within the immediate team.

Tasks & Responsibilities:

1. Analyze, monitor, execute and achieve Key Account Plans :

• Develop, execute and achieve/exceed Key Account Plans aligned with the National/ Regional Plan

• Identify/Segment the target Key accounts(hospitals/institutions)/ customers(stakeholders - purchasing, medical committee, pharmacist, hospital directors, marketing, etc.)

• Outline the process of 1) Tiering, 2) Prioritizing and 3) Clustering employed in the selection of KEY accounts

• Utilize the best data sources - internal information (Veeva/Promotion data), public information, interview & account research which supports the identification of target accounts

• Monitor implementation of Key Account Plans (incl. budgets and expenses)regularly and take appropriate actions to address issues/ under-performance to ensure achievement of objectives

• Provide data driven analysis/actionable insights and recommend appropriate solutions for performance gaps and opportunities during Business Review.

• Regularly interact with cross functional team(Medical, Marketing, Promotion, Market Access, etc.) to align on the roles and responsibility to ensure Key Account Plan execution

• Demonstrate Boehringer Ingelheimbehaviors and act as a role model of Boehringer Ingelheim values.

2. Coach KEY Account Executives (F2F/ virtual) to develop excellent Account Engagement skills (aligned to CEM KAM and Boehringer Ingelheim KAM model) executed across customer's preferred communication channels:

• In depth and accurate knowledge of the Hybrid CEM KAM steps, behaviours and standards for each proficiency level in the CEM rubric

• Utilising CfE/ Virtual consistently plan the coaching session by reviewing previous coaching logs, comments on Veeva online. CfE report, areas of improvement and areas of strengths

• Coach/ Train KAE's on effectively utilizing all channels and data sources (e.g. F2F - face to face, S2S - screen to screen, Datasight) to drive excellent Account Engagement

• Create and execute a sequential coaching plan to ensure development of Reps' focused CEM KAM behavior

• Create the coaching report (F2F/ S2S) by entering basic information about the session and any useful pre-coaching notes. Add behaviors based on identified developmental areas. Create and share to KAEs and line manager completed coaching report

• Conduct the coaching session applying eGROW principles by focusing on the selected behaviors, and giving objective feedback at the end of each coaching session

• Include the appropriate proficiency rating for each behavior aligned with observed evidence and the CEM KAM rubric

• Complete the coaching by identifying SMART development objectives based upon hybrid CEM KAM behaviours most requiring attention

• Allocate coaching days based on priority of development needs within KAEs

3. Recruit, Manage KAE Performance and Development within the assigned Territory:

• KAE Job Profile and Competency Framework actively referred to in screening for new hires to ensure potential KAEs can operate in a multi-channel account engagement environment

• Manage KAE performance regularly, driving customer focus, outcome orientation, long-term perspective, ownership, course correction

• Results: Manage long term growth,profitability (discounts), customer satisfaction rating

• Process milestones: listing status vs objective, proportion of accounts at/beyond each step, average time between stages of process

• Activities: Quality of KEY account plans, % milestones and Key activities achieved vs plan

• Initiate, develop and implement KAE performance action plans per KAE priority in a regular, consistent manner

• Address KAE non-performance with courage and speed, following Company guidelines (e.g. objectively, data driven)

• Conduct coaching and MAG discussions - beginning of the year, year-end (or whenever the need arises)

• Identification of talents within the team who can be considered for promotion to the next level or cross posted to a different function

• Observe, document and reward the quantitative and qualitative performance of the KAEs in the context of the Regional Key Account Plans.

• Conduct coaching and MAG discussions (beginning of the year, year-end, or whenever the need arises)

• Identification of talents within the team which can move to the next level or cross post to a different function

4. Utilize Veeva CRM system, Datasight and standard reports to monitor and maximize account engagement and KAE productivity, including Multi-channel utilization (F2F, S2S KPIs):

• Maintain correct and complete customer database for the responsible territory, within the legal framework

• Active and regular monitoring of Account performance, Multi-channel execution data and all relevant activity KPIs to track KAE multi-channel customer interactions and their impact on account plan execution

• Maximize the productivity of the Key account team by utilizing Veeva functions like Veeva Account planning, CfE, Reports and dashboards

• Submit a monthly performance & activities report with appropriate analysis, action plans and competitor activity information, sharing with relevant colleagues/ functions.

• Ensure daily & factual interaction submissions from the KAEs in Veeva

• Regular review of all reports submitted by the KAEs with corresponding comments and action plans agreed together with the KAM

5. Comply with local regulations, industry and the BI Code of Conduct:

• Comply with all regulations regarding interactions with healthcare professionals (HCPs), following the BI Code of Conduct

• Take prompt and necessary actions on issues of compliance and Pharmacovigilance

• Be a role model in compliance with local regulations, industry and the Boehringer Ingelheim’s Code of Conduct

• Ensure KAEs are knowledgeable and compliant with relevant Code of Conduct documentation and regulations

Requirements:

Capabilities required :

• Government/ Market/ Industry/ Product knowledge

• Account engagement skills

• Promotion Action Planning/ Key Account Planning

• Customer Relationship Management

• Communication skills

• Planning and organizing

• Negotiation skills

• Performance management

• Driving Execution Excellence

• IT literacy

• Advanced organization skills across multiple, simultaneous Key Account Management initiatives

Experience required :

• Direct promotion experience in healthcare industry is advantageous

• Prior District Management, Key Account and/or Marketing experience and management is advantageous.

READY TO CONTACT US?

Please contact our Recruiting Team: phuong.vo@boehringer-ingelheim.com

All qualified applicants will receive consideration for employment without regard to a person’s actual or perceived race, including natural hairstyles, hair texture and protective hairstyles; color; creed; religion; national origin; age; ancestry; citizenship status, marital status; gender, gender identity or expression; sexual orientation, mental, physical or intellectual disability, veteran status; pregnancy, childbirth or related medical condition; genetic information (including the refusal to submit to genetic testing) or any other class or characteristic protected by applicable law.