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Cencora · 3 days ago

Account Executive

United States

Full-time

Remote

Senior Level

$74K/yr - $106K/yr

5+ years exp

Cencora is an innovative company focused on creating healthier futures, and they are seeking a dynamic Account Executive to manage and grow an assigned territory within the health systems segment. The role involves combining in-person and virtual selling techniques to drive customer retention, operational excellence, and business development.

Emergency MedicineEnterprise SoftwareHealth CareMedicalPharmaceutical

Responsibilities

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

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

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

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

Actively gather and share customer feedback and competitive intelligence to improve processes and enhance team performance

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

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

Qualification

Consultative SellingBusiness DevelopmentCustomer RetentionFinancial ConceptsDigital Tools ProficiencyCommunication SkillsOrganizational SkillsAdaptabilityTeam CollaborationTime Management

Required

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

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