The Position
Accountable for building, leading, training, activating a best-in class team of TMs assigned to their District and to collaborate with National/Regional cross-functional partners to meet/exceed company sales and customer satisfaction goals. Ensures rapid implementation of marketing strategy, respective initiatives, and business priorities. Lead the creation and ongoing documented annual and biannual sales plan/strategy for each of the districts' territory as well as a Customer Business Plan (CBP) for each assigned Strategic accounts, integrating business/marketing priorities and initiatives. Regularly and pro-actively monitors performance metrics, materializing the value of advancing team performance and traction. Ensures rapid implementation of initiatives, securing business priorities and success. Ensures high quality customer-focused and engaging interactions that deliver a positive customer experience and maximize the business opportunity of each customer within defined target segments.
Responsibilities
SALES AND BUDGET ACHEIVEMENT:
- Achieve/exceed annual net sales and KPI objectives for key growth products/portfolio and Strategic accounts within assigned geography.
- Rapidly activates and guides team to implement business priorities & initiatives in target segments.
- Analyses and evaluates the performance of the assigned district and Territory Managers, tracking progress against goals on a monthly basis. Integrates KPI monitoring into improvement strategies to maximize coaching impact.
- Account for allocated promotional spending (rebates, free goods, direct promotion funds and promotional items).
- Strategically distribute the overall budget for sales achievement within the district based on insights from the relevant markets.
COACHING:
- Drives continuous growth, development and performance of district team through the use of appropriate coaching conversations and strategy (Situational Leadership) for each direct report.
- Propels customer engagement/satisfaction and business success through coaching of the Customer Experience Excellence (CXE) model, Integrated Customer journeys, multi-channel selling, use of digital assets and other capabilities related to BIAH business priorities.
- Provide written feedback in CRM following coaching
- Participate in coaching certification, leader coaching, mentor coaching and/or peer coaching.
- Builds robust/forward thinking team development plans in order to build future minded skills and competencies
PEOPLE DEVELOPMENT AND PERFORMANCE MANAGEMENT:
- Role-models, fosters, implements a growth mindset and BI behaviors within self and team.
- Hires and develops high performing, forward thinking, future proofed, customer-centric and solution minded district team, while implementing business priorities.
- Initiates and encourages cross-functional collaboration to drive performance and prioritized business results.
- Effective hiring, onboarding, training, development & retention within the district
- Ensures required & timely use of CRM and other business tools by all district TMs, along with adherence to CRM Business Rules.
- Assesses and documents individual performance during mid-year/annual discussions with bi-annual coaching report in both CRM and SuccessFactors.
- Proactively recognizes high performance and manages low performers.
- Agent of change to support a culture of continuous learning
TERRITORY AND CUSTOMER BUSINESS PLANNING
- Development and regular updating of complete Customer Business Plans (CBPs) for assigned Strategic accounts, ensuring mutual opportunities are identified and working collaboratively with cross-functional partners to enable agile customer centric business strategy implementation that aligns with the opportunities.
- Builds effective customer-centric relationships with key customers and accounts in order to better understand their needs and seek feedback on BIAH programs, offerings and value propositions.
- Accountable for the creation, implementation and updating of Territory plans by TMs, ensuring appropriate deployment of value-add offerings and use of recommended channels, programs and resources by the district team members.
- Maintains/updates district/account plans and SWOT analysis and reviews with TMs on a regular basis.
- Together with direct reports, TSVs and Brand Teams; identifies opportunities and undertakes calculated risks, to drive BIAH business.
BUSINESS ACUMEN AND MANAGEMENT:
- Drives profitability by understanding and thinking critically about business drivers, market conditions and opportunities, trends and specific challenges/ opportunities relevant to the customer and team. Coaches direct reports to ensure alignment with corporate business goals.
- Actively provides input into development of brand strategy, campaigns, program offerings, promotions, opportunities during development/tactics meetings.
- Implements the corporate and Business Unit strategy by translating it into tactical elements deployable at the territory and account level with the district team, ensuring buy-in and effective/aligned execution.
- Clever problem-solver, driving innovative solutions to address customer needs and responding to challenges.
- Proficient at quickly locating resources and utilizing them effectively and efficiently.
- Continuously observes market dynamics and facilitates the necessary TM’s/TSV’s plan of action to address the changing landscape.
- MASTERING of BIAH CRM tool and derived Reporting dashboards and tools to coach TMs and cross-functional team in efficient and optimal customer management.
LEADERSHIP:
- Communicates our strategic direction and priorities (Our Focus and Our Path 2035), Our Behaviors/ Competencies while pro-actively giving each member of the team, a clear line of sight into their individual contribution to the overall business objectives.
- Effectively communicates information and shares insights with cross-functional partners (nationally, between districts, across species and with technical/ marketing teams) in a timely manner and through appropriate channels.
- Contributes to, conveys and promotes a culture of customer-centricity, a growth mindset.
- Drives continuous improvement & supports a learning environment where we share our success and learn from our mistakes.
- Performs all company business in accordance with all regulation (CAHI code of marketing practice, CASL legislation, BIAH compliance and policy guidelines).
This position is field-based.
Field-based roles require employees to be located in the area/region where their role is based to be close to our customers.
Requirements
- Bachelor Degree (Agriculture, Business or Science preferred areas of study).
- Very strong abilities in the following areas: leadership, coaching skills, cross functional teamwork, change management, strategy execution, people development, time management, verbal/written communication, analytical skills combined with data driven decision making, customer and account planning, negociation, customer relationship management and commitment to deliver extraordinary customer experience.
- Minimum 3 years sales experience combined with 2+ years marketing or account management experience.
- Demonstration and integration of
- Key leadership competences (learning agility, emotional intelligence, motivation).
- Bilingualism (English/French, verbal and written) is considered a strong asset for the Eastern Canadian district
Total Rewards
We offer a competitive salary, generous amount of paid time off (vacation, personal days, contingency paid time off days for Long Term Contract Employees), comprehensive and flexible benefits plan, Defined Contribution Pension Plan with company matching of RRSPs, Employee and Family Assistance Plan, employee and leadership development programs, and programs to support overall health and wellness for employees.
Visit https://www.boehringer-ingelheim.com/ca/careers/benefits-rewards
Our total rewards program reflects and recognizes employee contributions to the company. The salary range for this position is from $112,000 to $148,000. Performance, relevant experience and competency in the role is a key factor in driving compensation decisions.
READY TO APPLY?
Visit https://careers.boehringer-ingelheim.com
Create an Account and log-in to apply on-line.
We thank all applicants for their interest in our company. Please note that only candidates selected for an interview will be contacted.
Boehringer Ingelheim Canada is committed to providing accommodations for people with disabilities to support their participation in all aspects of the recruitment and selection process. If you require accommodation, we will work with you to meet your needs.
DEADLINE FOR APPLICATIONS
Applications for this position will be accepted until November 1, 2024.
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