District Sales Manager (Pet Business Unit)

Posting Details

Company: Boehringer Ingelheim Animal Health Canada Inc.
Location: Québec/Atlantic

Posting Date: February 13, 2020
Closing Date: February 21, 2020

Job Description

This opportunity is within the Pet Business Unit (Boehringer Ingelheim Animal Health Canada Inc.)

The District Sales Manager is accountable for building and leading a best-in class team of Territory Managers assigned to their District and to collaborate with National/Regional cross-functional partners to meet/exceed company sales and customer satisfaction goals. Effectively coaches, manages and assess performance of district team and deliver sales through an integrated customer journey approach. Ensures high quality customer-focused and engaging interactions that deliver a positive customer experience and maximize the business opportunity of each customer and/or account.



Sales and Budget:  Achieve/exceed annual net sales and KPI objectives for key growth products and portfolio within assigned geography;

Analyses and evaluates the performance of the assigned district and Territory Managers, tracking progress against goals on a monthly basis;

Account for allocated promotional spending (rebates, free goods, direct promotion funds and promotional items);

Strategically distribute the overall budget for sales achievement within the district based on insights from the relevant markets.


Coaching:  Drives continuous growth, development and performance of district team through the use of appropriate coaching conversations and strategy for each direct report;

Propels customer engagement/satisfaction and business success through coaching of Other-Centered Selling (OCS), Integrated Customer journeys, multi-channel selling, use of digital assets and other capabilities related to BIAH business priorities;

Provide written feedback in CRM following 1:1 coaching days and relevant ad hoc coaching conversations;

Participate in coaching certification, leader coaching, mentor coaching and/or peer coaching.


People Development and Performance Management:  Creates and develops high performing, customer-centric district team;

Initiates and encourages regional and national cross-functional collaboration to driver performance and fuel business results;

Effective hiring, orientation, training, development and retention within the district; Ensures required and timely use of CRM by all district Territory Managers, along with adherence to CRM Business Rules; Assesses and documents individual performance during mid-year/annual discussions with bi-annual coaching report in both CRM SuccessFactors;

Proactively recognizes high performance and manages the coaching and development of all team members;

Agent of change to support a culture of teamwork, continuous learning, AAI and growth mindset.


Integrated Customer Planning:  Assists in the development of Integrated Customer Plans (ICP), while working collaboratively with cross-functional partners to enable an agile customer centric business strategy and strategic alignment;

Accountable for the implementation of ICPs, ensuring appropriate deployment of value-add offerings and use of recommended channels, programs and resources by the district team members;

Actively provides feedback on brand strategy, campaigns, program offerings, opportunities and insights from customers and district team;

Shares insights and information with appropriate cross-functional partners in a timely manner through appropriate channels;

Builds effective customer-centric relationships with key customers and accounts in order to better understand their needs and seek feedback on BIAH programs, offerings and value propositions.


Business acumen and account management:  Drives profitability by understanding and thinking critically about business drivers, market conditions, trends and specific challenges relevant to the customer, sales team and market; 

Maintains/updates district/account plans and SWOT analysis and reviews with Territory Managers on a regular basis;

Together with direct reports, Technical Services Veterinarians and Brand Teams:  identifies new market/business opportunities and undertakes calculated risks, to drive BI Animal Health business.

Clever problem-solver, driving innovative solutions to address customer needs and responds to challenges;

Proficient at quickly locating resources and utilizing them effectively and efficiently;

Guides Territory Managers to create and maintain Territory Business Plan and Account Business Plans;

Maintains customer business plans and activities for strategic accounts in a CRM on a continuous basis;

Participates in Key Account activities when required (tender process, contract negotiations, review and meetings);

Continuously observes market dynamics and facilitates the necessary Territory Manager’s/Technical Services Veterinarian’s plan of action to address the changing landscape;

Understanding of BI Animal Health CRM tool to enable Territory Manager and cross-functional team in customer management.


Leadership:  Communicates Our FOCUS (BI’s vision and strategic direction) while proactively managing Territory Managers’ awareness of their individual contribution to the overall business objectives;

Effectively communicates information and shares insights with cross-functional partners (nationally, between districts, across species and with technical/marketing teams) in a timely manner and through appropriate channels;

Contributes to, conveys and promotes a culture of customer-centricity, growth mindset and AAI @ BIAH and within district team;

Drives continuous improvement & supports a learning environment where we share our success and learn from our mistakes;

Performs all company business in accordance with all regulation (CAHI code of marketing practice, CASL

legislation, BIAH compliance and policy guidelines).


Bachelor’s Degree (Agriculture, Business or Science preferred areas of study).

Very strong abilities in the following areas: leadership, coaching skills, teamwork, change management, people development, time management, verbal/written communication, analytical skills, customer and account planning, customer relationship management and commitment to deliver extraordinary customer experience.

Minimum 3 years sales experience combined with 2+ years marketing or account management experience.

Ability to travel (overnights required)

Must possess a valid provincial drivers license (based on location of assigned region)

Must reside within assigned geographical territory

Bilingual (English/French) for positions in Québec


About Us

Boehringer Ingelheim (Canada) Ltd.

Improving the health of humans and animals is the goal of Boehringer Ingelheim, a research-driven pharmaceutical company. In doing so, the focus is on diseases for which no satisfactory treatment option exists to date. The company therefore concentrates on developing innovative therapies that can extend patients’ lives. In animal health, Boehringer Ingelheim stands for advanced prevention.

Family-owned since it was established in 1885, Boehringer Ingelheim is one of the top 20 companies in the pharmaceutical industry. Some 50,000 employees create value through innovation daily for the three business areas of human pharmaceuticals, animal health and biopharmaceuticals. In 2018, Boehringer Ingelheim achieved net sales of around 17.5 billion euros. R&D expenditure of almost 3.2 billion euros, corresponded to 18.1 per cent of net sales.

As a family-owned company, Boehringer Ingelheim plans in generations and focuses on long-term success. The company therefore aims at organic growth from its own resources with simultaneous openness to partnerships and strategic alliances in research. In everything it does, Boehringer Ingelheim naturally adopts responsibility towards mankind and the environment.

The Canadian headquarters of Boehringer Ingelheim was established in 1972 in Montréal, Québec and is now located in Burlington, Ontario. Boehringer Ingelheim employs approximately 600 people across Canada.

More information about Boehringer Ingelheim can be found at or in our annual report:


About the Animal Health Business Unit

We passionately believe in a future in which no animal suffers from a preventable disease.

We provide advanced, preventive animal healthcare. We develop vaccines, parasiticides and pharmaceuticals that protect animals against disease and pain. And we develop new therapies to help those who care for animals to manage chronic diseases more effectively, limiting pain and slowing down disease progression.

Our people are driven by the fundamental principle of prevention over treatment.

Across the globe, we are creating the future of animal wellbeing. It is a future defined by science and powered by innovation. Why innovate? The population of companion animals and its importance for humans is steady increasing. The demand for animal protein is rising. Animal-originated diseases remain a continuous risk to human beings.

We must go beyond medicine to better predict, detect and prevent animal diseases before they arise. Why does this matter? Animal wellbeing enriches humanity. It is the basis of our connection to the animal world. From the vets dedicated to the highest patient care, to the livestock owners who depend on the health of their herds, to the families looking after much-loved pets, animal health and happiness is a vital part of a functional society.

We care for well beings, animals and humans. This is why our commitment to preventive care matters. This is what inspires us.

We are here to anticipate, prevent and ameliorate diseases, enabling those who raise and care for animals to focus on their wellbeing.

We are proud of our work through which we contribute to a better world.

We are the Animal Health Business Unit of Boehringer Ingelheim.


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