Description
The Director, Corporate Partnerships is a vital role in the commercial organization reporting to the ED, Corporate Partnerships & Strategic Accounts working alongside other Corporate Partnership Managers. This role will lead an account team of Strategic Account Manager's assigned to the account and collaborate with the Global Strategic Account Manager as well as Account Managers in other countries.
They directly and actively manage a selected US/Global Account in B2B / vet / corporate setting. They have P/L responsibility to deliver excellence in customer value creation and ensure above market growth.
They are responsible to implement the growth strategy and define the short, medium and long term growth tactics for the account team in close collaboration with BIAH global strategic account Management (GSAM). Globally they will support GSAM through share of insights and opportunities based on monthly performance analysis and relationships taking quick action based on these insights, in particular focusing on achieving/growing Share of wallet (SOW) leadership.
Duties & Responsibilities
STRATEGY AND ACCOUNT PLAN DEVELOPMENT / EXECUTION
Own and define strategy, goals, solutions and relationship within the joint customer business plans aligned to ensure mutual value within the commercial opportunities, optimal account intimacy and long term growth. Provide insights and input to Global strategy and business plan.
Lead and monitor dedicated account team to ensure excellence in action plans and initiatives execution including interaction of the BIAH customer team members and BIAH leadership.
Define, monitor and update the financial potential and targets, P/L trend and share of customer spend to support long range planning and annual budget exercises.
ACCOUNT PERFORMANCE
Ensure performance meets or exceeds annual Company sales, contract performance goals and marketshare objectives. Ensures contracts are upheld to deliver optimal BI financial performance and drive desired behaviors.
Ensures that ample resources from the various business segments are engaged. Guides and controls investment in all activity in the assigned accounts. Implements activities which maximize sales force efforts in the corporate account.
ACCOUNT RELATIONSHIP
Developing executive relationships, reviewing networks, driving execution improvement, exploring innovative solutions, and building productive and mutually beneficial relationships to foster Company business within US and Globally from C-Suite Officers to managerial level. Frequent face-to-face visits, personal communications, collaborative goal setting, customized marketing and sales initiatives and providing networking opportunities as needed.
LEADING AND COACHING
Directly lead, coach and develop a dedicated team of Strategic/Corporate Account Managers.
-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 in order to enhance the capabilities of the Corporate Partnership organization ahead of the changing market demands.
-Oversees the selection and development of top-tier talent.
-Indirectly leads other countries’ Strategic Account Managers directly involved with the managed Account(s).
GLOBAL ORGANIZATIONAL ALIGNMENT
Lead cross functional coordination (US Commercial Business, Marketing, Technical, Finance, Legal, Supply & Logistics and sales teams) to ensure adequate/optimized levels of services, communications and agreements are in place as aligned to account plans within US and aligned to account's global plan.
Implement strategic targets/initiatives in collaboration with the customer across business segments/species/countries.
Assist as a relay to provide input to global business operations (GSAM), to develop professional practices that serve BIAH’s strategic extension towards our top customer(s). Provide appropriate information to support long range planning and annual budget exercises.
Requirements
+ BS/BA degree required
+ MBA, Veterinary, Animal Science or comparative degree preferred
+ A minimum of 12 years successful animal health or related industry experience which includes a minimum of 7 years sales management/account management/business operations management experience required.
+ 3 - 5 years experience leading teams in a sales or account management capacity required
+ Proven track history of exceeding sales goals/quotas required
+ Understands the positioning of BI products and value within a global context
+ Bilingual preferred
+ Must demonstrate an aptitude and desire to sell and gain market share
+ In depth knowledge of the animal health/veterinary clinic industry economics and its drivers preferred
+ Experiences in strategic/key account management as well as working in multinational companies and across matrices preferred
+ Excellent communication, negotiation and presentation skills (verbal and written)
+ Ability to lead without authority and inspire teams
+ Strong learning agility and change management
+ Demonstrated high level of business and financial acumen
+ Proficiency in various business software applications
+ Ability to travel (up to 80% overnight travel both domestically and internationally)
+ Valid driver’s license and an acceptable driving record
+ Authorization and ability to drive a company leased vehicle or authorized rental car
All qualified applicants will receive consideration for employment without regard to a person’s actual or perceived race, including natural hairstyles, hair texture and protective hairstyles; color; creed; religion; national origin; age; ancestry; citizenship status, marital status; gender, gender identity or expression; sexual orientation, mental, physical or intellectual disability, veteran status; pregnancy, childbirth or related medical condition; genetic information (including the refusal to submit to genetic testing) or any other class or characteristic protected by applicable law.