Customer Lead
4 months ago
**THE POSITION**:
We currently have an opportunity for a Customer Lead to join our team within Animal Health.
**Job Title**:
- Customer Lead
**Location**:
- Field Based (required onsite at Head office in Bracknell regularly)
**Purpose of the role**
To maintain existing business and deliver profitable growth within allocated BIAH UK National customers. You will facilitate customer partnerships with BIAH by leading and coordinating a cross species/cross functional approach to the customer. To build a deep understanding of the customer in order to identify and develop joint opportunities, which position BIAH as a Preferred Supplier or higher within the customer's vendor rankings.
**Accountabilities**
- Define and coordinate the overall national customer strategy. You will coordinate and motivate an effective cross functional, cross market customer team, ensuring clear communication and direction for all team members and internal stakeholders. You will own the customer. and will be responsible for customer negotiations, and for securing internal investment to drive customer growth. You will build a strategic customer business plan considering all market and species opportunities.
- To plan based on an in depth knowledge of the customer including business profile, key stakeholders, competition, business processes, culture, technology, political environment and strategies. Keep the plan up to date and share with team members and management as appropriate.
- Provide BIAH management with accurate and timely sales forecasts to ensure visibility of new and current business to optimise resource planning.
- Coordinate the BIAH Customer Team to identify, pursue and close new sales opportunities through the successful execution of BIAH's Opportunity Management Planning process (OMP.) Position BIAH to win new business with the customer by developing, communicating and driving effective selling strategies based on customer specific Mutual Value Propositions (MVP.)
- Work closely with the National Customer Marketing Manager to facilitate the development of bespoke campaigns and marketing materials linked to agreed growth opportunities with the customer. Work with Sales Managers to ensure best in class execution of all activity within the customer's practices/stores through the relevant field specialists.
Share best practice with other markets in order to drive value added activities across the customer's regional estate.
**Education Requirements**
- Degree level or UK equivalent. Professional Key Account Management qualification preferred.
**Key Requirements (skills, experience & competencies)**
- Significant National Account Management experience (in the veterinary industry preferred).
- Experience of negotiating with senior leaders (CEO/CFO level.)
- Experienced in networking and stakeholder engagement (internal and external.)
- Proven ability to build value driving, long term CBPs and to create effective mutual value propositions.
- Ability to lead and influence without authority and engage internal customer teams to achieve shared goals.
- Ability to build and deliver accurate sales forecasts.
- Experience of, and networked within, the veterinary industry.
- Able to travel across the UK with associated overnight stays. Occasional overseas travel.
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