District Customer and Account Manager - Atlantic

The Position 

Accountable for building and leading a best-in class team of Therapeutic Area (TA) Cardio Renal Metabolic (CRM) Therapeutic Specialists assigned to their District Pod, and to collaborate with Regional and District cross-functional partners to meet/exceed company sales, account, partnership and customer satisfaction goals.  Effectively coaches, develops and performance manages to deliver sales through an integrated customer journey approach.  Ensures team delivers high quality customer-focused and engaging customer and account interactions that achieve/exceed District Pod sales, Multi-Channel Customer Plan execution and KPI results through exceptional customer engagement, delivery of outstanding customer value and maximizes the number of appropriate patients on assigned products.  

This job posting is for an existing vacant position. 

Responsibilities

Sales & Budget: Accountable for achieving/exceeding district sales, Multi-Channel Customer Engagement Plan and KPI results (sales vs. objective, market share growth, call plan targets, customer satisfaction, etc.). Accountable for achieving/exceeding assigned account plan results (e.g. Hospitals, Family Health Teams (FHTs)). In conjunction with the Analytics team, analyses & evaluates the performance of the district.   Assists in the development of district business plans, regional/district SWOT & feeds up business opportunities to the Regional Director for prioritization.  Assists in the development of Integrated Customer Plans and is accountable for the implementation of appropriate customer journeys, programs and actions guided by brand Critical Success Factors (CSFs), Veeva suggestions, customer needs & insights.  Executes and monitors allocated district brand and operational budget spend. 

Coaching:  Utilizes superior coaching skills to drive business success and enable relevant customer value. Coaching capabilities will be focused on driving customer engagement (Hybrid Customer Engagement Model (CEM)) and good sell outcomes, Integrated Customer journeys, multi-channel selling, use of digital assets and coaching to other capabilities related to Boehringer Ingelheim business priorities.  Leverages coach approach to support and drive Therapeutic Specialist development. Participate in coaching certification, leader coaching, mentor coaching and/or peer coaching.

People Development and Performance Management: Creates and develops high performing customer-centric district team.  Drives and encourages good regional & district cross-functional collaboration and a growth mindset.  Ensures effective hiring, orientation, training, development and retention within the district. Assesses and coaches performance of Therapeutic Specialists in role.  Pro-actively recognizes high performance and manages low performers.  Acts as an agent of change within the district and region to to maintain a culture of performance, growth mindset, collaboration and our Behaviors.

Integrated Customer Planning:  In conjunction with lead Medical Science Liaison (MSL) and Healthcare Affairs manager (HCAM), ensures excellence in the execution of the Integrated Customer Plans (ICP).  Assists customer facing team with coordinating, implementing and follow up of customer engagement plans, using recommended channels, programs and resources.   Actively provides feedback on campaigns, gaps, opportunities and insights from customers and the field team.  Collaborated with regional HCAMs and Patient Access Managers (PAM) to identify access barriers for patients. Builds effective regional/provincial plans to overcome these barriers and improve patient access/outcomes. Builds effective customer-centric relationships with key district customers and accounts in order to better understand their needs and seek feedback on Boehringer Ingelheim Canada programs, personnel and value propositions.  Works collaboratively with HCAMs to ensure strategic alignment and appropriate deployment of value-add offerings.

Leadership: Clearly communicates our vision and strategic direction to the district team and takes action to bring it to life.  Effectively communicates with authenticity within and between the districts, regions, and cross-functionally.  Maintains and fosters a strong high performance, agile, customer-centric team with a growth mindset.  Drives continuous improvement and a learning environment. Creates an environment that is inclusive, safe and enables open communication and trust from peer to peer and peer to manager.

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

• University Degree (Health Science or Business Administration preferred)
• Bachelor's Degree in business (or healthcare related field)
• Minimum 5+ years successful pharmaceutical sales experience + 2 years Marketing, Training and/or Strategic Account Management experience.
• 3+ years sales leadership experience in healthcare, pharmaceuticals, or medical device preferred.
• Ability to travel approximately 50-80% of time extensively throughout the district to meet with team members, and key customers/accounts/stakeholders.
• Very strong abilities in the following areas: leadership, coaching skills, teamwork/collaboration, change leadership, growth mindset, people development, verbal and written communication, analytical skills, business and customer planning, customer relationship management and commitment to extraordinary customer experience.  
• Strong customer planning/organization, analytical skills, and budget/resource management.  
• Highly motivated and passionate to bring more health to more patients who can benefit from BI products.
• Must possess a valid provincial drivers license (based on location of position) and be able to travel.
• French and English language skills are preferred for the purpose of working cross-functionally with Boehringer colleagues across 

Total Rewards