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Job Details
As a pivotal member of our Sales Management team, the Senior Account Executive plays a key role in shaping and nurturing strategic business relationships with mid-sized health systems and specialty customers. This is an exciting opportunity to drive revenue growth and gross profit expansion by leveraging your expertise to strengthen ties with existing clients, while also exploring new business avenues.
In this dynamic role, you'll be at the forefront of delivering innovative programs and solutions tailored to meet our clients' unique needs. Your ability to communicate proactively and follow up relentlessly will be crucial in not just meeting, but exceeding client expectations, leading to increased profitability and new business opportunities. By building long-lasting partnerships grounded in trust and confidence, you'll ensure that our clients know their needs will be addressed promptly and professionally.
If you're passionate about making a real impact and ready to take your career to the next level, we want to hear from you!
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 Cencora, 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.
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... For full info follow application link.
Equal Opportunity Employer/Minority/Female/Disability/Veteran
