Boehringer Ingelheim
See how we helped Boehringer Ingelheim with a quality boost in key account management
What they wanted
Boehringer Ingelheim is a leading biopharmaceutical company. An important market for the Animal Health division is veterinary practices. In recent years, investors acquired many practices, creating large purchasing consortia.
This calls for a more key-account-focused approach, in which all disciplines – particularly marketing and sales – work well together. That's why the company wanted to strengthen itself with an experienced business unit director. Someone who understands what key account management requires and can prepare the team for the future.
“SalesQuarters gave us good insight into the dynamics of key account management in our market. Choosing someone with sector experience gave us a lot of credibility, both internally and externally. The care taken in the process was essential. SalesQuarters guided that well, both in the preparation and in the execution.”
Kars ten Have, General Manager Boehringer Ingelheim | Animal Health Netherlands
What we did
We got to work for Boehringer Ingelheim using our Development Driven Search® method.
First, we spent a lot of time properly defining the role and how best to position it externally. We also determined the best approach for candidates.
We selected and presented 4 candidates, partly from within the organization, partly from outside. Throughout the entire process, management, the candidates, and all other parties involved could count on our intensive guidance.
Part of our approach included giving candidates the opportunity to think carefully about whether the role was really right for them. Ultimately, one candidate emerged as the most suitable.
What we achieved
Through the care and tact with which we shaped and guided the entire process, we not only found the desired new business unit director, but also gave him a strong start.
The person in question brought the right experience, competencies, and sector experience, which provided the necessary credibility, both internally and externally.
Nothing stands in the way of the new business unit director further building the team around major accounts and further improving key account management.
"Choosing someone with sector experience gave us a lot of credibility, both internally and externally. The care taken in the process was essential. SalesQuarters guided that well, both in the preparation and in the execution.”
Ready for more grip on sales growth?
Contact Bart Dietz.
bart.dietz@salesquarters.nl
+31 20 226 90 00
Want to discuss your situation?
Call or email Bart Dietz
Partner at SalesQuarters
