ED Corporate Partnerships and Strategic Accounts

Description

The Executive Director, Corporate Partnerships and Strategic Accounts will oversee and lead the development, implementation and monitoring of Corporate Accounts, Buying Groups, and National Hospital Organizations for the Pet Vet Business. This position will have the additional responsibility of leading the operational success of the business in this specific channel, measured in both topline sales and profit. The incumbent will be responsible for guiding commercial strategy that effectively transforms and aligns the business capabilities to both current and future pet market trends in this fast-growing segment. The ED, Corporate Partnerships and Strategic Accounts will oversee the development of sales strategies, policies, contracts, procedures, strategic planning, organizational development/succession planning, and training and development efforts of the team. This position will work with Global to focus on the Global Corporate Accounts while segmenting the National Accounts to drive profitable growth. This role will act as the lead for this channel as it relates to transactional management, logistics and warehousing, forecasting, and introduction of new products. The incumbent will present strategies to company’s management to support business direction and resource allocation. Finally, this position will be responsible for creating, nurturing and growing the team culture aligned to our principles of Accountability, Agility and Intrapreneurship. 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 several ways to foster a healthy working environment, meaningful work, mobility, networking, and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.

Duties & Responsibilities

• Provides vision and long-term strategic direction to achieve annual sales and profit targets with Corporate Accounts, Buying Groups, and National Hospital Organizations.
• Responsible for development of yearly sales, market share, and profit targets that cascade from the business targets.
• This process involves customer segmentation, contracts and portfolio/solutions management for maximum market impact.
• Ownership for the Corporate Account/BG/NHO sales function including management of all line items within the respective budgets.
• Identifies volume building, cost reduction opportunities, and long-term commitment.
• Works Cross-functionally (Sales, Marketing, Technical Services, Market Research, Planning, Finance, Global Key Account Team, etc.) to develop and implement integrated/aligned short and long-term strategic plans.
• Creates and fosters a culture of accountability, agility and intrapreneurship.
• Provides for open communications and feedback loops within the Sales team and cross functionally through the organization.
• Acts as the Sales lead within the Pet Vet Leadership team and provides feedback/direction on corporate policies, strategies and procedures.
• Builds a high performing team that will effectively impact the evolving Corporate Account/GB/NHO channel while working closely with the Head of Pet Sales and their respective team.
• Attracts, coaches, develops, motivates and mentors colleagues.
• Provides for succession planning, and retention of top talent.
• Partners with Global Key Account Management Team for collaboration and alignment of Global Accounts to maximize potential and clarity.
• Provides insights, strategies, and tactics on how to further manage and partner with these Global accounts.
• Responsible for interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Requirements

• Minimum of Bachelor’s Degree (BS/BA) w/ preference for advanced degree.
• Minimum fifteen (15) years of experience in the AH, CPG or HP industry (within the US).
• Successful management of cross-functional team leads/managers.
• Of these 15 years of relevant industry experience, candidate should have:
  • Minimum seven (7) years of successful Sales Management experience.
  • Minimum five (5) years Operations experience (Forecasting, Logistics/Distribution).
  • Global experience (projects, leading teams) and interact at a high level with Global partners.
  • Excellent management skills.
  • Ability to analyze information and make decisions based on sound business practices and within acceptable risk tolerances.
  • Strong negotiation and contract skills.
  • Excellent interpersonal, communication skills.
  • Demonstrated people management and leadership skills within a highly matrix organization.
  • Demonstrated organizational and project management skills.
  • Ability to problem solve.
• Directly supervises employees.
• Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.