SR AD, Clinic Excellence

Description

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.

The Senior Associate Director, Clinic Excellence is the strategic leader of Clinic Excellence Consultants (CEC's) within an assigned geography. This role is responsible for leading and motivating CEC's to create clinic business plans, generate sales, grow market share and profitability and drive clinic loyalty. The position holder works collaboratively with their assigned district managers to ensure the Clinic Excellence team is effectively communicating and working cooperatively across the wider sales team. This includes the development of the regional level business plan and implementation of the sales/marketing plan to assure optimal market penetration of promoted products within company guidelines, policies, and directives.

The SR AD, Clinic Excellence must possess an in-depth working knowledge of markets across their geography, commercial gen vet accounts, corporate accounts, and retail. The incumbent will continuously maximize the use of key company resources and budgets to exceed sales targets and appropriately position BI. This role ensures equal and consistent application of established policies and procedures in the management of employees to meet or exceed sales goals. The position holder is expected to lead their team to deliver excellence in customer value creation and ensure above market growth. This role is r responsible for implementing the Clinic Excellence growth strategy and defining the short, medium and long term growth tactics for the team through insights and opportunities based on monthly performance analysis and relationships.

Duties & Responsibilities

Clinic Excellence Strategic Plan Development and Execution:

• In collaboration with leadership, defines the US Clinic Excellence strategy, goals, and solutions to ensure mutual value between the clinics and Boehringer along with optimal clinic intimacy and long-term loyalty to Boehringer.
• Leads and monitors dedicated CEC team activation to ensure excellence in action plans and execution. 
• Analyzes and evaluates the characteristics of the continually changing and complex markets and clinics in the assigned area.
• Ensures strong internal and external collaboration across the full Boehringer Pet Vet field team, cross functional team members and key clinic team members.
• Regularly monitors and updates the financial potential, targets, trends and share of customer spend to support long range planning and annual budget exercises.

Clinic Excellence Account Performance:

• Ensures performance meets or exceeds annual Company sales, contract performance goals and market share objectives.
• Establishes a plan for using all allocated resources to accomplish the sales and planned objectives of the CEC team within the budget.
• Responsible for analyzing, evaluating, and interpreting formal and informal reports to determine if resources are being used effectively to increase operating results as well as re-directing resources to maximize sales as business conditions warrant.
• Ensures agreements are upheld to deliver optimal Boehringer financial performance and drive desired behaviors.
• Ensures that appropriate resources from the various business areas are engaged. Guides and controls investment in all activity in the assigned clinics.
• Implements appropriate Boehringer supported tools to maximize return on investment in the clinics driving loyalty to Boehringer.
• Ensures CEC team utilizes CRM tools to create pre-call plans and keep up to date account records.
• Ensures CEC team uses appropriate Boehringer sales training techniques to facilitate business.

Clinic Excellence Opportunity Identification:

• Leads the CEC's to analyze all available data, including but not limited to sales, gross to net and market share data, to identify clinics of strategic importance to Boehringer.
• Works in collaboration with district managers, sales representatives & CEC's to prioritize key clinics to pursue and close sales and loyalty opportunities through the successful execution of the clinic business plan.
• Regularly reviews data analytics to ensure the CEC's are calling on the correct accounts and actions clinic and personnel changes as appropriate based on analysis.

Leading and Coaching of Clinic Excellence Team:

• Directly leads, coaches, and develops a dedicated team of CEC's.
• Monitors team members' performance including the development of actionable MAG plans, provides regular feedback, and conducts timely MAG Plan reviews.
• Contributes to the development of others to enhance the capabilities of the Pet Vet Sales organization ahead of the changing market demands.
• Oversees the recruitment, selection, and development of top-tier talent.
• Ensures development of team members by setting goals, providing training opportunities, coaching and quarterly performance evaluations while traveling with the CEC's.
• Recommends merit increases and promotion of CEC team members as appropriate.

Requirements

• BS/BA degree required.
• MBA, Veterinary, Animal Science or comparative degree preferred.
• Minimum of ten to twelve (10-12) years of relevant sales/account management/business operations experience with a minimum of five (five) years in animal health or a related industry.
• Two to five (2-5) years’ experience leading teams in sales, marketing, or account management.
• Must possess strong leadership and coaching skills to maximize performance results.
• Must demonstrate an aptitude and desire to sell and gain market share.
• Knowledge of the Animal Health/Veterinary Clinic Industry economics and drivers preferred.
• Ability to work and thrive in a matrix team environment.
• Excellent communication, negotiation, and presentation skills (verbal and written).
• Excellent interpersonal and communication skills.
• Ability to lead without authority and inspire a team to follow.
• Strong learning agility.
• Demonstrated high level of business and financial acumen.
• Proficiency in various business software applications.
• Ability to travel (up to 40% overnight travel domestically).
• Valid driver’s license and an acceptable driving record.
• Authorization and ability to drive a company leased vehicle or authorized rental car.

Eligibility Requirements:

• Must be legally authorized to work in the United States without restriction.
• Must be willing to take a drug test and post-offer physical (if required).
• Must be 18 years of age or older.

Additional Duties & Responsibilities

Teamwork, Collaboration and Communication:

• Develops and nurtures key contacts with internal and external stakeholders that will have a positive impact on operating results.
• Responsible for developing networks, driving execution improvement, exploring innovative solutions, and building productive and mutually beneficial relationships.
• Maintains accurate, concise, and timely communications with CEC's, assigned district managers, wider Pet team and cross functional partners.
• Leads team meetings and communicate regularly with sales leadership to ensure collaboration.

Competitive Intelligence, Market & Industry Knowledge:

• Educates team on market, customer, and industry information to drive higher quality CEC plans and customer interactions.
• Monitors market conditions for changes that impact the animal health business and updates team to ensure changes are incorporated into CEC business plans.
• Continuously gathers knowledge of competitors share with CEC's so that they can effectively position Boehringer's solutions against them.