Head of Sales Dept., Companion Animals Business Segment, BIAHJ-235664
Basic Purpose of the job:
- Responsible for the management and coaching of his/her assigned Managers. The incumbent will direct the Managers in the implementation & excecution of the BIAH sales/marketing plan to assure maximum distribution and market penetration of BIAH products within BIAH guidelines, policies and directives. Ensures equal and consistent application of established policies and procedures in the management of employees to meet or exceed sales goals.
- Responsible for execution of sales management operations for Companion Animal business unit to meet Net sales and In-market sales objectives.
Accountabilities:
- Works with and through Managers to ensure sales performance meets or exceeds annual Company sales and market share objectives. Implements a sales strategy to be executed through the Managers. Exercises fiscal control on allocated operating budgets.
- Ensures that the segment is structured for maximum market impact and staffed with qualified, highly motivated sales personnel. Works with Manager to recruit and select applicants from a pool of qualified candidates to ensure all allocated positions are filled. Effectively administers salary and reward programs. Through the Managers, guides to align with all compliance guideline to all sales reps. Works through Regional Manager to improve the effectiveness of the sales force and recognize and develop personnel for increased responsibility.
- Coach, develop, motivate and monitor team members' performance, to including the development of actionable MAG plans, provide regular feedback, and conduct timely MAG Plan reviews. Identify performance challenges, create action plans and monitor the effectiveness of these action plans.
- Utilizes appropriate data sources to develop tactical plans and to manage segment at a high level of productivity. Actively monitors progress of work, cross-functional activities and accountability. Plans and executes meetings that effectively implement objectives and strategies as determined by the Company.
- Drive Customer Support, Trade Marketing, KAM and CA MRs sales force effectiveness via effective key account management, segmentation, training and coaching; works closely with global leader of Strategic Account Management to coordinate and maximize sales with large global customers. Ensures development and implementation of business plans for all large key accounts customers (CVM). With Region Managers, ensures implementation of sales focus cycle elements, requires full utilization of CRM tools to maximize the benefits of closed loop marketing (CLM) and KAM/CAMRs field force overall effectiveness. Effectively monitor/measure results and through analysis, makes appropriate pro-active business decisions.
- Spends appropriate amount of time developing customers, networks and their relationships to foster Company business. Responds to the needs of the customer in a timely and professional manner. Contributes to the development of the BIAH business plan. Develops positive relationships with Company internal customers.
- Performs all Company business in accordance with all regulations (e.g., JMAFF, etc.) and Company policies and procedures. When violations are noted/observed they are to be immediately reported to management. Demonstrates high ethical and professional standards with all business contacts in order to maintain BIAH's excellent reputation within the community.
- Attends management and marketing meetings to recommend field needs and product strategies to ensure that the sales force has the sales tools needed to increase our market penetration. Evaluates policies and sales strategies. Provides feedback to senior management on the effectiveness and results of policies, strategies, and procedures.
- Leads special projects as assigned. Works with and through Regional Managers to ensure sales performance meets or exceeds annual Company sales and market share objectives. Implements a sales strategy to be executed through the Regional Managers. Exercises fiscal control on allocated operating budgets.
- Manage alliance with external partners (Distributors and Wholesaler)
- Communicates candidly with supervisor and direct reports. Ensures an open communication environment for direct reports. Applies appropriate coaching styles to each direct report to develop skills and ensure accountability.
Requirements:
- A minimum of 10 years successful industry experience.
- A minimum of 3 years sales management or related experience preferred.
- Deep knowledge of companion animals industry or pharmaceutical industry and market
- Cost and performance oriented
- Leadership to motivate sales team to achive sales outcome target
- Excellent presentation and communication skills in both Japanease and English language
Our Culture:
人と動物のための革新的な医薬品に130年以上の歴史を持っていることは、研究主導型の製薬企業であるベーリンガーインゲルハイムを象徴しています。ベーリンガーインゲルハイムは製薬業界においてトップ20社の一つで、今日までもファミリーカンパニーとしてあり続けてきました。
現在では、医療用医薬品、アニマルヘルス、そしてバイオ医薬品受託製造の3つの事業分野において、約5万人の従業員が革新的な価値を創造しています。当社は、2016年に約159億ユーロの純売上高を達成し、純売上高の19.6％に相当する、30億ユーロ以上もの資金を研究開発費に投資しております。
ジョブ - 営業
プライマリ場所 - Africa, Asia, Australasia-JP-東京都-品川区
組織 - JP-Boehringer Ingelheim Animal Health Japan Co., Ltd.
スケジュール - フルタイム
