Senior Account Executive - Health Systems

Overview

Our team members are at the heart of everything we do. At Cencora, we are united in our responsibility to create healthier futures, and every person here is essential to delivering on that purpose. If you want to make a difference at the center of health, come join our innovative company and help us improve the lives of people and animals everywhere.

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Job Details

The Senior Account Executive is responsible for leading and managing the ongoing strategic business relationship between Cencora and mid-sized health system and specialty customers, responsible for increased revenues and gross profit expansion with existing customers and new business. This role leads and manages the ongoing strategic business relationship, while promoting and delivering targeted programs and solutions to expand and retain existing business.

Responsible for demonstrating a deep understanding of the client’s needs, proactive communication and relentless follow up resulting in increased profitable revenues and gross profit expansion and new business growth. Overall, builds a long-term business partnership with each assigned customer based in trust and confidence that their needs and issues will be addressed and resolved in a timely and professional manner.

• 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…