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Cencora · 1 day ago

Senior Account Executive - Health Systems

United, PA

Full-time

Hybrid

Senior Level

$74K/yr - $106K/yr

Cencora is an innovative company focused on creating healthier futures. The Senior Account Executive is responsible for managing strategic business relationships with mid-sized health systems and specialty customers to drive revenue growth and client satisfaction.

Emergency MedicineEnterprise SoftwareHealth CareMedicalPharmaceutical

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 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

Qualification

Consultative sellingAccount managementSales strategy developmentFinancial concepts understandingCustomer relationship managementTerritory managementPresentation skillsInterpersonal skillsTime managementProblem-solving skillsOrganizational skillsCommunication skills

Required

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