Account Executive

Cencora is seeking a dynamic Account Executive to manage and grow an assigned territory of primary and secondary customers within the health systems segment. This role combines in-person and virtual selling techniques to deliver a flexible, efficient, and customer-focused sales strategy. The Account Executive will drive customer retention, contract compliance, operational excellence, product level optimization, and business development while ensuring exceptional customer service and solution implementation. This position requires a proactive, results-oriented professional with a passion for innovation and collaboration.

Key Responsibilities:

Territory Management & Business Development

• Meet or exceed sales targets for revenue, profit, and margin growth within the assigned territory.

• Develop and execute strategies to expand business with existing customers and prospect new opportunities within the health system retail segment.

• Promote and sell Cencora's suite of distribution solutions, including but not limited to, PRxO Generics, drug shortage solutions, medication tray management, consignment, and digital solutions within ABOrder

• Negotiate and implement customer agreements to ensure customer retention and profitability.

Customer Success & Solution Implementation

• Lead onboarding and implementation of customer solutions, ensuring full adoption and value realization.

• Collaborate with cross-functional teams, including Customer Service, CIDM, Onboarding Team and, to deliver seamless service and resolve issues promptly.

• Drive operational efficiency for customers by identifying opportunities to leverage Cencora's technology and platforms, such as ABOrder and other digital tools, to streamline processes and enhance customer experience.

• Handle day-to-day customer requests related to contract pricing, deliveries, system access, and other operational needs, managing cases to resolution with a focus on customer satisfaction.

• Ensure contract compliance by reinforcing the value of PVAs and addressing any non-compliance proactively.

Hybrid Selling & Technology Utilization

• Leverage both in-person and virtual selling techniques to optimize customer interactions and territory management.

• Utilize digital tools, platforms, and social media to enhance customer engagement and sales processes.

• Stay updated on technological advancements to continuously improve sales strategies and customer experience.

• Meets business targets related to the pull through of product segments for customers and call campaign metrics. Cencora's product segments include, but are not limited to, specialty, oncology, Sure Supply items, plasma derivatives and PRxO Generics, etc.

Collaboration & Team-Based Selling

• Partner with internal teams, including, GPO Team and Finance, to align strategies and achieve sales goals.

• Actively gather and share customer feedback and competitive intelligenceto improve processes and enhance team performance.

Account & Territory Planning

• Develop an annual strategic plan in collaboration with the Senior Director to achieve business goals.

• Use sales reporting tools to analyze opportunities and create an efficient daily call plan for territory management.

• Maintain accurate account activity and interactions in sales management tools like ABForce.

Professional Development

• Continuously advance knowledge of the health system customer market, industry trends, and Cencora's solutions.

• Participate in training and professional development opportunities to enhance skills and expertise.

• Demonstrate curiosity and a commitment to self-directed learning to remain a highly valued customer resource.

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field; or equivalent combination of education and experience.

• 5+ years of progressive sales experience, preferably in the pharmaceutical, health system or alternate care industries.

• Proven success in consultative selling, business development, and customer retention.

• Strong understanding of financial concepts, including profit and loss statements and value-based selling.

• Excellent communication, presentation, and organizational skills.

• Ability to adapt to change, manage multiple tasks, and maintain attention to detail.

• Proficiency in leveraging digital tools and platforms for sales activities.

• Willingness to travel extensively, including overnight and weekend travel.

Key Competencies:

• Customer-Centric Mindset

• Consultative Selling Skills

• Strategic Territory Management

• Collaboration and Teamwork

• Data-Driven Decision Making

• Adaptability and Innovation

Experience and Educational 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.

Minimum Skills, Knowledge and Ability Requirements:

• 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 and 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

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. For details, visit https://www.virtualfairhub.com/cencora

*This Salary Range reflects a National Average for this job. The actual range may vary based on your locale. Ranges in Colorado/California/Washington/New York/Hawaii/Vermont/Minnesota/Massachusetts/Illinois State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.

Cencora is committed to providing 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.

The company's continued success depends on the full and effective utilization of qualified individuals. Therefore, harassment is prohibited and all matters related to recruiting, training, compensation, benefits, promotions and transfers comply with equal opportunity principles and are non-discriminatory.

Cencora is committed to providing reasonable accommodations to individuals with disabilities during the employment process which are consistent with legal requirements. If you wish to request an accommodation while seeking employment, please call 888.692.2272 or email hrsc@cencora.com. We will make accommodation determinations on a request-by-request basis. Messages and emails regarding anything other than accommodations requests will not be returned

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