Sales Executive - Hybrid Sales

Cencora

1d•Hybrid

About The Position

Our team members are at the heart of everything we do. At Cencora, we are united in our responsibility to create healthier futures, and every person here is essential to us being able to deliver on that purpose. If you want to make a difference at the center of health, come join our innovative company and help us improve the lives of people and animals everywhere. Apply today! Under the general direction of the District Director (DD), the Sales Executive-Hybrid Sales is responsible for Territory Management and Business Development within an assigned territory of existing primary and secondary customers. This includes sales of Cencora products, customer retention, contract compliance, overall contracting, and solution implementation. Additionally, the Sales Executive-Hybrid Sales will prospect and develop new business within the independent retail business segments in their territory. They are also responsible for ensuring a high level of customer service excellence, continually advancing their knowledge, skills, and expertise to remain a uniquely differentiated and highly valued customer resource. Cencora believes that its competitive advantage lies in offering innovative, differentiated, and superior solutions, services, and people.

Requirements

Requires a demonstrated history of successful application of consultative selling skills in a diverse customer market place resulting in improved customer sales.
Broad training in fields such as business administration, accountancy, sales, marketing, computer sciences or similar vocations generally obtained through completion of a four year bachelor’s degree program or equivalent combination of experience and education are required.
Normally requires five (5) plus years directly related and progressively responsible sales experience.
Experience in the pharmaceutical industry, retail and alternate care segments is desirable.
A willingness and ability to: understand and analyze market trends and business insights
Teach customers and challenge the way they think about their business
Discuss financials with a customer
Negotiate deals
Continually develop/hone selling skills
Working knowledge of retail and alternate care industries, trends, and challenges facing customers
Ability to communicate effectively both orally and in writing, and adapt communication style to various audiences
Ability to actively listen and influence others with different points of view
Advanced understanding of financial concepts relevant to maximizing sales profit (e.g. profit and loss statements, value)
Excellent customer service skills to address potential issues through channels such as Customer Care without compromising selling-focused conversation
Strong organizational skills; attention to detail
Ability to adapt to change, and successfully monitor multiple tasks without sacrificing quality or timeliness of work
Strong presentation skills
Strong time management skills; ability to schedule customer appointments in advance

Nice To Haves

Experience in the pharmaceutical industry, retail and alternate care segments is desirable.

Responsibilities

Leverages Hybrid Selling, utilizing both in person and virtual selling techniques to connect with customers and allow for customized territory management and customer interactions the strengths of both in-person and virtual interactions to create a more flexible, efficient, and effective sales strategy.
Team-Based Selling- Collaborate with cross-functional teams, including Good Neighbor Pharmacy, Buying Group, customer service, and finance, to align strategies and achieve sales goals.
Coordinate with account management coordinators and internal departments to ensure seamless service delivery and high customer satisfaction.
Lead customer onboarding and promptly address any issues by working closely with internal teams.
Continuously gather and share feedback to improve processes and enhance team performance.
Demonstrate a high level of proficiency in using computer and technology tools to enhance customer experience and sales processes.
Leverage digital tools and platforms effectively for sales activities.
Utilize social media platforms to engage with customers and promote Cencora’s offerings.
Stays updated with the latest technological advancements to enhance sales strategies
Meets or exceeds specific business sales targets, set in cooperation with the District Director, for revenue, profit and margin growth with existing primary and secondary customers in the independent retail within a specific customer assignment (territory) via account penetration.
Meets business targets related to the sale of specific solutions. Cencora’s suite of offerings includes, but is not limited to, solutions such as SMT Access, Good Neighbor Pharmacy, Business Coaching, PRxO Generics, and Elevate Provider Network, etc.
Ensure ongoing contract compliance from existing customers (such as generics penetration) by reinforcing the total value of the prime vendor agreement (PVA), and proactively addressing/resolving any reasons for non-compliance.
Negotiates Prime Vendor Agreements (PVA) with current customers and implement new PVAs resulting in continual retention of profitable accounts in the individual sales assignment.
Responsible for taking secondary customers to primary by executing sales expansion using Cencora’s Suite of Offerings.
Prospecting and developing new business leads within the territory, in collaboration with the Business Development team.
Responsible for closing smaller deals not assigned to the Business Development team.
Negotiates Prime Vendor Agreements (PVA) with current customers and implements new PVAs resulting in continual retention of profitable accounts in the individual sales assignment.
Leads the onboarding of new customers by effectively collaborating with functional departments to ensure a smoothly and excellent customer experience.
Leads the implementation of customer solutions by effectively collaborating with functional departments to ensure full adoption, value realization and an ongoing excellent customer experience.
Continually maintains and inputs account activity/results information and tracks interactions in ABForce and other appropriate sales management tools
Ensures ongoing contract compliance from existing customers by reinforcing the total value of the prime vendor agreement (PVA), and proactively addressing/resolving any reasons for non-compliance
Leverages additional service and sales channels such as Customer Service and Inside Sales to address day-to-day standard service issues resulting in maximized “selling time” when working with customers while maintaining a cohesive “face” of Cencora to the customer.
Maintains knowledge of customer invoicing, payment terms, collections and customer payment history as necessary to assist Accounts Receivable as required from time-to-time.
Works closely with Account Management Coordinator to ensure timely and accurate resolution of customer issues
Creates an operationally efficient daily territory call plan.
Effectively and efficiently manages the assigned territory with a regular call cycle that results in the delivery of appropriate/defined customer touches while also making off-cycle, discretionary calls, as situations require.
Works with District Director, L &D, and HR partners to proactively develop and implement an annual skill development plan which results in ongoing improvement in knowledge, skills and ability to execute with excellence in the field