Senior Account Executive - Health Systems

Cencora

1d•$74,000 - $105,820

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! Job Details The Senior Account Executive is responsible for leading and managing the ongoing strategic business relationship between Cencora and mid-sized health system and specialty customers, responsible for increased revenues and gross profit expansion with existing customers and new business. This role leads and manages the ongoing strategic business relationship, while promoting and delivering targeted programs and solutions to expand and retain existing business. Responsible for demonstrating a deep understanding of the client’s needs, proactive communication and relentless follow up resulting in increased profitable revenues and gross profit expansion and new business growth. Overall, builds a long-term business partnership with each assigned customer based in trust and confidence that their needs and issues will be addressed and resolved in a timely and professional manner.

Requirements

Ability to communicate effectively, both orally and in writing
Excellent integration, implementation and management skills
Excellent interpersonal skills
Working knowledge of computers necessary to operate effectively with company systems and programs
Excellent customer service skills to address potential issues through channels such as Customer Care without compromising selling-focused conversation
Excellent follow-up skills to ensure practical follow-through
Strong presentation skills
Strong time management skills; ability to schedule customer appointments and calls in advance
Advanced understanding of financial concepts relevant to maximizing sales profit (e.g. profit and loss statements, value)
Ability to work well on an independent basis with strong organizational skills; self-starter
Willingness to travel and attend client meetings, trade shows, and Cencora meetings/trainings
Advanced working knowledge of suite of Cencora programs and solutions that can offer increased customer value and enhance stickiness
Strong organizational skills; attention to detail
Ability to build strong in-person customer relationships
Good decision-making skills
Advanced knowledge of the Hospital Systems market
Strong consultative selling skills and sales analytical skills
Demonstrates initiative in their own professional development and business curiosity through keeping abreast of the industry and its changes through the use of industry information and company literature.

Responsibilities

Leads the client facing relationship with all levels of pharmacy and supply chain, including various levels of contacts leveraging active listening and advanced probing skills.
Promotes the use of and consultatively sells distribution and other solutions to expand business with existing customers in the health systems business segment within a specific geographic area, along with working to identify and bring on new business to expand overall Cencora business.
Demonstrates a deep understanding of the client’s needs during conversations with economic influencers, pharmacy, supply chain and the C-Suite.
Complete ownership of the renewal, new business and RFP process, to include identifying strategic priorities of customer, developing the proposal, pricing and negotiating the deal to completion.
Ensures that all proposals offer strategic opportunities for both the client and C,encora, while mitigating margin erosion to support plan.
Organizes and ensures Quarterly client business reviews that align to and address strategic priorities of client and Cencora
Increases Cencora's Distribution business (revenue and profit) via account penetration and “stickiness” through development of productive business relationships, which result in the identification of opportunities and challenges that can be addressed by Cencora's programs/solutions/services.
Develop and maintain territory and account plans that align with revenue, profitability and sales goals.
Develops and delivers tailored, professional, and impactful presentations to existing customers and utilizing the consultative selling approach that articulates the value Cencora can bring to support client initiatives.
Accountable for revenue and profitability objectives in specific assigned accounts with the ability to understand and implement growth driving opportunities for each client.
Engages and works collaboratively with internal resources during sales process to execute sales expansion and maintenance strategies using services, solutions to address customer specific needs.
Identifies potential new customers within territory and works directly with subject matter experts during the sales process to prospect account needs and design consultative sales strategies to secure an RFP, negotiate terms, and bring on new business.
Continually maintains and inputs account activity/results information and tracks interactions in Sales Force, Altify and other appropriate sales/customer relationship management tools
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.
Must be willing to travel as required (including overnight travel) within the assigned customer base and geographic territory; may travel to events such as conferences, and sales meetings.
Performs related duties as assigned.

Benefits

We provide compensation, benefits, and resources that enable a highly inclusive culture and support our team members’ ability to live with purpose every day.
In addition to traditional offerings like medical, dental, and vision care, we also provide a comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness.
This encompasses support for working families, which may include backup dependent care, adoption assistance, infertility coverage, family building support, behavioral health solutions, paid parental leave, and paid caregiver leave.
To encourage your personal growth, we also offer a variety of training programs, professional development resources, and opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more.

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