Boehringer Ingelheim is a global, research-led pharmaceutical manufacturer headquartered in Germany and owned by the founding family. Its teams discover, develop, produce, and commercialize prescription medicines, biopharmaceuticals, vaccines, and animal health products. Research and development spans respiratory, cardiovascular, metabolic, oncology, immunology, and zoonotic disease areas, with a strong emphasis on biotechnology and collaborations with academic and biotech partners. The company operates across human pharmaceuticals and animal health, creating opportunities in a broad international healthcare and manufacturing organization.
Senior Key Account Manager, Animal Health
Lead growth across complex Australian animal health accounts through strategic planning, negotiations, customer investment and omnichannel execution.
Description
- Grow a portfolio of strategically important, multi-channel accounts in the Australian animal health market.
- Build and deliver account strategies and joint business plans for veterinary, e-commerce, retail, wholesale, buying group and corporate customers.
- Identify growth opportunities and model their potential.
- Lead major customer investment decisions and complex negotiations.
- Turn agreed priorities into practical commercial plans.
- Direct selected initiatives across accounts and channels.
- Build commercial capability across the key account management team.
- Create customer value and profitable sales, increase market share, and manage gross-to-net investment responsibly.
- Work with senior internal and external stakeholders across national and multi-site accounts.
- Advise the Head of Channel & Key Account Management on commercial matters.
- Lead account planning and multi-year joint business planning.
- Manage customer growth models, scenarios and performance recovery.
- Plan, optimise and assess strategic and tactical promotions.
- Oversee gross-to-net and customer investment accountability.
- Manage complex commercial negotiations, tenders and contracts.
- Drive omnichannel activation across complex customer environments.
- Provide cross-functional leadership, senior decision support and customer insights.
- Use advanced digital, analytical and CRM tools.
- Lead compliance, governance, ethical promotion and commercial risk management.
- Turn priority-account insights into reusable tools, playbooks and working practices.
- Support complex customer escalations, recovery plans and major commercial opportunities.
- Coach key account management colleagues and share effective practices.
- Advise on channel priorities, investment decisions and customer risks.
- Lead account and channel growth initiatives that require coordination across customers and functions.
Requirements
- At least 8 years of experience in key account management, category management or a comparable commercial role in animal health, FMCG, consumer healthcare, retail or a related sector, including responsibility for complex or strategically important national accounts.
- Demonstrated strength in account planning, customer growth modelling, negotiation, profitability management, gross-to-net discipline and performance reporting.
- Strong analytical skills, with the ability to turn customer, market and financial data into decisions and actionable commercial plans.
- Experience creating strategic and tactical promotional plans and assessing their incremental impact and return.
- Track record of leading cross-functional plans and delivering strong execution across multiple stakeholders.
- Excellent communication, presentation and influencing skills with senior colleagues and customer stakeholders.
- Proficiency with CRM platforms and digital communication or virtual engagement tools.
- Ability to clearly present risks, trade-offs and recommendations to senior decision-makers.
- Ability to lead through influence, coach peers and raise commercial standards without formal people-management authority.
- Success leading complex negotiations, tenders or significant customer investment decisions with senior stakeholders.
- Willingness and ability to travel within Australia for customer engagement.