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 Business Development Consultant is responsible for generating sales, market share and profitability within high-potential clinics and new clinic leads. The incumbent accomplishes this by expanding Boehringer's sales in low-revenue, high-potential clinics and by prospecting new clinics, turning them into Boehringer customers. This role identifies the best opportunities and clinics within which to gain new business and expands Boehringer's portfolio. The position holder builds strong relationships with all the key clinic stakeholders and completes a development program including Boehringer technical product and sales training. This role develops and leverages tailored solutions to support company revenue growth and profitability.
65% Travel
Duties & Responsibilities Clinic Account Development:
- Implements and executes effective sales strategies to place Boehringer products in high potential and new clinics, growing Boehringer's sales & customer base.
- Develops an excellent knowledge base of all assigned clinics, including the products they stock, their business objectives, their decision-making processes, the key staff members, and technology footprint.
- For assigned clinics, builds, and executes a clinic development plan identifying the best strategic path to gain Boehringer product placement.
- Proactively works with assigned district managers & sales representatives to share clinic development plans.
- Keeps all business plans up to date on an ongoing basis, sharing its content with appropriate district managers and sales representatives.
- Provides complete technical product training to clinic staff to ensure clinics understand the benefits and differentiation of Boehringer products compared to the competition.
- Tracks product placements within a clinic and ensure traction of the products allowing for product expansion.
- Within each clinic, identifies key clinic team members and builds relationships with the decision-makers and staff, understanding their goals, challenges and needs.
- Negotiates terms and agreements to drive product placement and maintain clinic share of wallet.
Opportunity Management:
- Analyzes all available data, including but not limited to sales, market share data and competitive intelligence, to identify high potential and low value clinics and new clinic leads.
- Works in collaboration with district managers & sales representatives to prioritize clinics to pursue and gain product placement through the execution of the clinic development plan.
- Gains new product placements and win new business within the prioritized clinics by developing and executing a technical product training and sales program that demonstrates the benefits of Boehringer products.
- Maintains an accurate and documented pipeline of opportunities within the clinic development plan.
- Routinely discusses and communicates opportunity plan and strategy with appropriate district managers and sales representatives.
- Continuously gathers knowledge of competitors and how to effectively position Boehringer's solutions against them.
Sales and Business Performance Management:
- Meets sales objectives and supports attainment of district and regional/ business unit performance objectives.
- Maintains and utilizes Boehringer and competitive product and technical knowledge as well as expertise in Boehringer supported tools.
- Analyzes customer information and monitors market conditions to optimize customer calls.
- Utilizes highly effective selling and strategic account management skills to convince customers to stock Boehringer products.
- Executes brand, portfolio and Boehringer supported tool strategies to ensure a consistent company sales and marketing message.
- Utilizes CRM tools to create pre-call plans and maintain clinic records concerning activities.
- Completes objectives including achieving sales plan while operating within specified expense budget.
- Leads team meetings, communicates, and collaborates regularly with district team members.
Requirements - BS/BA degree required, MBA, Veterinary, Animal Science or comparative degree preferred.
- Seven (7) years of relevant sales experience, with a minimum of five (5) years focused on generating new business.
- 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 60% 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.
Desired Skills, Experience and Abilities Additional Duties & Responsibilities :
Business Development Specialist Team Leadership:
- Builds and leads an effective cross functional clinic team for all assigned accounts.
- Leads and participates in internal business development and district team meetings and communicates with Business Development Consultants and district team members to ensure successful execution of strategy.
- Provides periodic clinic development plan updates to team members.
- Proactively seeks to contribute to BIAH's organizational growth objectives by providing mentoring and coaching new members of the accounts team, as well as new BIAH employees.
Market and Industry Knowledge:
- Develops market, customer, and industry knowledge.
- Monitors market conditions for changes that impact the animal health business.
- Ensures effective utilization and management of internal and external resources.
