AD, National Accts and Sales, Retail - Field

Description

The Associate Director, National Accounts' Sales, Retail is a role with external and internal responsibility for the predictable profitable growth within nominated customers in the Retail sector. It is a direct customer-facing role, responsible for execution / delivery of the customer account plans. Responsibilities include: achieving net sales, profit and market share goals, and also delivering against customer KPIs.

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 a number of 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.

Please note: This role is U.S. field-based. Candidate's living location is negotiable with manager. 

Duties & Responsibilities

• Responsible for delivering assigned customer topline net sales budget, profit targets and market share goals (meet or exceed organizational targets at assigned customers) for all US retail brands.
• Develop and implement annual customer plans, new item launches, promotional plans that are consistent with the Marketing and Trade Marketing strategies, including closing relevant Success Model gaps.
• Exhibit strong negotiation, analytical and presentation skills along with extensive knowledge of the assigned customer. Execution of price increase with assigned customer.
• Develop a Joint Business Plan for the assigned customer. Develop and co-ordinate an engagement strategy across all key levels with nominated customer and internal functions.
• Lead customer negotiations to deliver JBP managing significant levels of investment.
• Forecasting accurately customer invoiced sales, investment level, net sales and requirements to Demand Planning for relevant customer activity to ensure forecast accuracy is met or improved.
• Performs all Company business in accordance with all regulations (e.g. EEO, FDA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policies and procedures.

Requirements

• Bachelors Degree from an accredited institution required.
• Minimum of seven (7) years of experience in a sales / commercial role, of which, minimum three (3) years of experience in a key account retail selling environment, ideally FMCG, E-Commerce or Retail Pharmacy.
• Ability to travel 40-50% (may include overnights). 
• Ability to multi-task and manage aggressive deadlines.
• Digital skills to include base understanding or e-commerce and CRM.
• Excellent communication skills (written/verbal).
• Proven success in a team environment.
• Experience in customer PNL management.
• Good understanding of retail customers is required, both bricks and mortar stores and E-commerce, preferably in key US mass market or Pet Specialty retail customers OR Retail pharmacy.
• Good customer engagement skills are required and an ability to navigate internal and external customers touch points.
• An understanding of commercial business planning process, ideally in the retail sector.
• Ability to work as part of a team and as an individual.
• Must be a self-starter, as may be required to work from the home office.
• The candidate must possess the years of expertise, the drive and the skills to realize success.
• Commercial selling skills are required, Business Assessment, Business Acumen.
• Planning and negotiation skills.
• A results-driven attitude is required to deliver internal company results and meet the needs of the customer to deliver against their internal KPIs.

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.