Business Development Manager, LTC

Cencora; New York (NY); On-site; USD 72,000 - 104,000; Full time

Job summary

An innovative company is seeking a Business Development Manager for Long-Term Care. In this role, you will leverage your consultative selling skills to forge strong relationships and drive new customer acquisition. Collaborating with a dynamic team, you will craft impactful proposals and secure Prime Vendor Contracts, making a significant difference in the Long-Term Care sector. This position offers a competitive salary, comprehensive benefits, and opportunities for professional development. If you're a motivated team player ready to make an impact, we invite you to apply and join our mission to improve lives.

Benefits

Health Coverage

Wellness Programs

Professional Development

Mentorship

Employee Resource Groups

Volunteer Activities

Qualifications

• Minimum of five years in direct new customer acquisition sales.
• Experience in territory prospecting and proposal development.

Responsibilities

• Develops business relationships with LTC Pharmacy prospects.
• Presents tailored proposals to secure Prime Vendor Contracts.

Skills

Consultative Selling Skills

Pipeline Management

Customer Relationship Building

Analytical Skills

Presentation Skills

Leadership Skills

Education

Bachelor's Degree in Business

Equivalent Experience and Education

Job description

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 us being able to deliver 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. Apply today!

Job Details

Join our team as a Business Development Manager - Long-Term Care (LTC) and take your career to the next level! Under the guidance of the Director, Business Development for the Long-Term Care Segment, you will play a crucial role in prospecting for new customers within your designated area. Using your consultative selling skills, you will identify specific customer needs and craft comprehensive, impactful proposals that deliver tailored solutions.

You will have the opportunity to present your offerings persuasively and secure Prime Vendor Contracts, transforming prospects into valued Cencora LTC customers. You will collaborate closely with subject matter experts, Account Executives, Key Account Directors, and SVP, Alternate Pharmacy Practice Sales and Business Expansion. Once a Prime Vendor Agreement is signed, you will work hand-in-hand with the LTC Account Executive and KAD to ensure a smooth transition and successful onboarding.

If you are a motivated team player with a passion for building relationships and delivering exceptional service, we invite you to apply and make a meaningful impact in the Long-Term Care sector!

1. Develops productive business relationships with LTC Pharmacy prospects and new business opportunities in the active pipeline that build individual customer trust and confidence in the Cencora value proposition and selling process.
2. Continually develops and demonstrates nuanced market, trade class, and customer knowledge that builds sales trust and confidence both internally and externally.
3. Successfully develops relationships and works collaboratively with internal Cencora subject matter experts, business stakeholders, operations, and sales team members as required/appropriate to sell new business.
4. Successfully implements a prospecting strategy in conjunction with Account Executives that results in a minimum of 12 active and profitable LTC Pharmacy opportunities in their individual sales pipeline at any time.
5. Successfully implements consultative selling skills with Solution Level customers as required and appropriate to uncover individual needs and build a tailored and impactful Cencora proposal.
6. Develops and persuasively presents Cencora proposals that meet the needs of individual LTC Pharmacy opportunities and move them towards Prime Vendor Agreement signature.
7. Closes new LTC Pharmacy customer business each fiscal year, meeting the gross profit, revenue, generic, solution, and program goals.
8. Effectively manages the entire new business sales pipeline to minimize customer time at each level, continually improve time to close, and meet close ratio goals.
9. Ensures that a new LTC customer is fully operational and ordering before transitioning them to the Account Executive.
10. Develops and maintains a strong working knowledge through Cencora training, mentorship, industry information, and company literature.
11. Participates in required sales training to maintain a consultative sales approach with all customers.
12. Actively seeks additional training and professional development opportunities to enhance knowledge and skills.
13. Willing to work extended hours as needed to meet sales objectives.
14. Willing to travel extensively (including overnight travel) within the assigned customer base and geographic territory; attends events such as conferences and sales meetings.
15. Performs related duties as assigned.

Requirements:

Requires a minimum of five (5) years of successful direct new customer acquisition sales experience, including territory prospecting, needs analysis, proposal development, and contract signing. A bachelor's degree in business, sales, marketing, or a related field, or equivalent experience and education, is generally required.

• Excellent and persuasive consultative selling skills
• Ability to rapidly build trust and credibility with prospective customers
• Strong pipeline management skills
• Understanding of the specific business segment, industry, and competitive landscape
• Leadership and acquisition skills
• Excellent customer probing skills
• Ability to collaborate internally with subject matter experts and other stakeholders
• Ability to build customer relationships and trust quickly, and to close sales
• Strong analytical and quick thinking skills
• Highly competitive and goal-oriented
• Understanding of value and profit principles
• Creativity, focus, and discipline
• Understanding of Cencora Solutions applicable to customer needs
• Strong presentation skills and familiarity with presentation software and equipment
• Effective communication skills, both oral and written
• Meticulous follow-up and assertiveness in promoting solutions
• Strong interpersonal skills

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What Cencora offers

We provide competitive compensation, comprehensive benefits, and resources that foster an inclusive culture and support your purpose-driven career. Benefits include health coverage, wellness programs, support for working families, professional development, mentorship, employee resource groups, volunteer activities, and more. For details, visit https://www.virtualfairhub.com/cencora.

Additional Details

Full-time position with a salary range of $72,200 - $103,290, depending on location and experience. We are committed to equal employment opportunity and providing reasonable accommodations during the employment process. For accommodations, contact 888.692.2272 or [e-mail].

Affiliated Companies: AmerisourceBergen Drug Corporation