Mgr - Strategic Account Manager

Cencora • Harrisburg, PA

13d • $93,500 - $187,000 • Onsite

About The Position

This role involves consulting with customers to develop profitable business strategies, managing the RFP process for contract renewals, and creating customer interest through solution selling. The Strategic Account Manager will resolve customer issues, partner with sales directors, and develop strategic sales and marketing plans aligned with national and regional goals. Responsibilities include reviewing market analysis, gathering and analyzing information on market dynamics, representing the company at trade associations, delivering sales presentations, and providing feedback to Corporate on programs, policies, products, and prices. The role requires maintaining strong customer relationships, seeking new business opportunities, and monitoring sales profitability growth, with a willingness to work extended hours and travel extensively to meet sales objectives.

Requirements

• Requires 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.
• Normally requires 3 - 5 (three to five) years directly related and progressively responsible experience preferably in the healthcare industry.
• Working knowledge of pharmaceutical distribution with emphasis in specific segment sales
• Thorough knowledge of ABC products, programs, and services
• Working knowledge of sales management, sales planning and goal setting, successful strategic and consultative selling techniques, and related information
• Ability to communicate effectively, both orally and in writing, for the purpose of preparing reports and disseminating information
• Strong interpersonal skills; ability to develop and maintain cooperative working and business relationships
• Strong presentation skills; ability to train others
• Ability to interpret financial data of chain sales and develop successful strategies to deal with financial issues that are identified
• Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace
• Strong analytical and mathematical skills
• Strong creativity skills; focused and disciplined
• Good understanding of Customer Value Chain
• Working knowledge of computers necessary to operate effectively with company systems and programs

Responsibilities

• Consults with customer to create profitable business strategies taking into account such factors as customer's vision and goals, current results by category/program and compliance with Cencora programs and services.
• Organizes timely RFP process for effective contract renewals.
• Creates potential customer interest using solution selling process and establishes trust through the creation and communication of value propositions.
• Resolves customer issues, identifies root cause, and takes steps to prevent similar issues from arising in the future.
• Partners with segment sales directors and their account managers in developing the regional chains managed by the Strategic Accounts Team.
• Develops and implements strategic sales and marketing plans to accommodate national and regional business goals.
• Reviews market analysis to determine customer needs and pricing schedules.
• Gathers information, analyzes and develops strategies concerning dynamics that may affect the business relationship, such as changes in customer ownership or new affiliations, current market share and targets of opportunities for new growth, customers' changing requirements, competitor strengths and weaknesses, and continually communicates these strategies internally using verbal discussion and written business plans.
• Represents Cencora at trade association meetings.
• Responsible for delivering sales presentations to key customers.
• Provides feedback, industry knowledge and specific recommendations to Corporate on programs, policies, products and prices.
• Maintains strong customer relationships; seeks new and increased business opportunities.
• Monitors and analyzes reports and data which are used consistently throughout Cencora for measuring profitability growth of regional chain sales; develops and implements strategies to insure continued success of that growth.
• Must be willing to work extended hours, as needed, in order to meet sales objectives; must be willing to travel extensively.
• Performs related duties as assigned.

Benefits

• Equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status or membership in any other class protected by federal, state or local law.
• Reasonable accommodations to individuals with disabilities during the employment process.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager