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Sales Force Excellence Manager (12-month contract)

THE POSITION 

This role drives and governs the capabilities of Sales Force Effectiveness (SFE) across the organization in a strategic and sustainable manner, considering the overarching business strategy and objectives.  

Serving as a strategic partner for the Business Units, the Sales Force Excellence Manager is responsible to orchestrate the development and implementation of global and regional SFE strategies and initiatives to enhance the capability, productivity and effectiveness of the customer facing team (CFT).  This role is accountable for: 

  • Identifying, developing and implementing SFE strategies, end-to-end processes, tools, training and operational frameworks (i.e. customer segmentation and targeting, capacity planning, guidance on territory set-up, field force optimization projects, etc.)
  • Analyzing market and business trends to drive enhancements to the sales strategy and capabilities of the CFT. This includes identifying, localizing, and implementing global initiatives, sharing best practices across teams, and delivering consistent working procedures and business processes in a strategic manner. 
  • Managing the sales performance framework, including key performance indicator (KPI) tracking, development of insightful dashboards/reports using internal and third-party data (as applicable).  
  • This role requires close collaboration and communication with local Business Unit Directors (BUD), the CFT (including Sales Managers, Territory Managers (TM) and Key Account Managers (KAM)), as well as extensive collaboration with global SFE and Commercial Excellence (CE) teams.

This job posting is for an existing vacant position. 

 

Responsibilities 

Governs and drives the SFE framework:

  • Drives change management within the organization with respect to the acceptance and understanding of SFE as a tool to improve productivity and effectiveness. 
  • Develops and communicates the Canadian SFE and multi-channel KPIs and targets(based on clear business rules and in alignment with global standards), across business units.
  • Drives successful implementation of KPIs by working with Analytics team to conduct comprehensive data analysis, developing insights and providing SFE and digital KPI reports that enhance user experience through visualization and storytelling of data relationships.
  • Collaborate with CFT first line managers to discuss insights and improvement opportunities to enhance sales force productivity and effectiveness.  Identify early, any issues which could jeopardize achievements of targets,  and propose corrective action plan in agreement with Director of CE and BUD. 
  • Conduct training needs analysis to identify which training is required to enhance CFT performance and effectiveness; develop and implement training plans. 
  • Continuous review of competency models & assessment tools for sales roles to define performance success
  • Collaborates, as needed, across business units with CFT and BUDs to set the territory level sales/activity targets

Customer Segmentation and Targeting process:

  • Develop, deploy the customer segmentation and targeting models to ensure the approach relates to each species team and maximizes the value of each customer to the business.
  • Continuously adapt and improve the customer segmentation and targeting models to fit the future business models & brand focus including product launches and customer consolidation. 
  • Support sales and marketing leads in the implementation of customer segmentation and targeting models, ensuring that sales teams are fully trained/equipped, and that the customer segmentation is embedded fully into the  Customer Relationship Management (CRM)system
  • Collaborates across business units with sales & species heads to set the sales/activity targets

Sales Incentive Plan (SIP):

  • Work with key stakeholders on the collection of data, calculation, modeling and approval of all incentive programs (including bonus payments, Honour Circle Awards, Global Excellence Awards and other AH Awards)
  • Provide the professional SIP/KPI analysis quarterly to to the leadership team
  • Proactively provide data driven insights and proposed enhancements of incentive programs to key stakeholders who are accountable to design and build of the field force incentive schemes

Strategic and Key Account Management (SAM/KAM): 

  • Collaborate with sales managers and BUDs to devise and implement tools and processes to increase the productivity and effectiveness of the customer facing team.  
  • Recognize and share best practice across species teams, ensuring that sales, key account management and account management processes that are effective, and aligned with company goals, are consistently implemented. Ensure best in industry BIAH in terms of customer facing business process.
  • Work with first line managers to identify training needs analysis and to determine which training is required to enhance performance & effectiveness.  Design and implement training materials to support the application of CE developed tools and processes. Project Management (Sales Force Optimization, capacity planning, etc)
  • Manage projects of process continuous improvement based on business needs
  • Lead CE program/projects in SFE area 
  • Global interaction and collaboration
  • Actively request guidance on new projects and strategies, if necessary
  • Align with Global projects that require multinational, global scale participation  

This position is based in the Burlington, Ontario office located at 5180 South Service Road and is flexible.
Employees in flexible roles are required to be at the office a minimum of 50% of the time each month and must report to the office when requested and required by their Manager/Department.  

 

Requirements 

  • University Degree 
  • Relevant marketing, sales management and/or CE experience
  • Strong sales management experience
  • Proven experience in commissioning and analyzing market research, data etc into relevant and pertinent actionable insights 
  • Strong proven project and process management skills, experience leading project teams and developing business cases, plans, scope definition and presentations
  • Proven experience in multi-channel execution (digital AND non-digital) 
  • Applied experience in leading the implementation of SFE capabilities; Selling Process, Segmentation & Targeting, Sales Incentives etc.
  • Animal Health Industry Experience 
  • SFE model implementation  
  • Results-oriented Motivation
  • Strategic Thinker
  • Attention to detail and quality focused
  • Strong influencing skills, able to influence teams outside of direct control; species teams, global business

 

Total Rewards

We offer competitive total rewards that includes a 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. 

Our total rewards philosophy reflects and recognizes employee contributions to the company. 

Visit https://www.boehringer-ingelheim.com/ca/careers/explore-our-company/benefits-rewards

The salary range for this position is from $118,150 to $157,600.  Performance, relevant experience and competency in the role will be a key factor in driving the compensation offered. 

 

READY TO APPLY?

Click the "Apply Now" button below to submit your application.

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. 

Boehringer Ingelheim Canada does not use artificial intelligence to screen, assess, or select applicants in the recruitment process. 

 

DEADLINE FOR APPLICATIONS

Applications for this position will be accepted until May 12, 2026.

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