Business Development Manager, LTC

Cencora; Pennsylvania; On-site; USD 72,000 - 104,000; Full time

Job summary

An innovative company is seeking a Business Development Manager for Long-Term Care to drive customer acquisition and build impactful relationships. This role offers the chance to work closely with experts and stakeholders, developing tailored proposals that resonate with clients. You will manage a sales pipeline, ensuring smooth transitions for new customers while achieving revenue goals. With a strong focus on consultative selling and collaboration, this position is perfect for a motivated individual eager to make a meaningful impact in the healthcare sector. Join a team committed to creating healthier futures and enhancing lives.

Benefits

Medical Insurance

Dental Insurance

Vision Insurance

Wellness Programs

Adoption Assistance

Infertility Coverage

Paid Parental Leave

Professional Development

Mentorship Programs

Employee Resource Groups

Qualifications

• 5+ years of direct sales experience in customer acquisition.
• Bachelor's degree in business, marketing, or related field.

Responsibilities

• Develop business relationships with LTC Pharmacy prospects.
• Implement a prospecting strategy to build a sales pipeline.
• Close new LTC Pharmacy customer business each fiscal year.

Skills

Consultative Selling Skills

Pipeline Management

Customer Relationship Building

Analytical Skills

Presentation Skills

Education

Bachelor's Degree in Business

Bachelor's Degree in Marketing

Bachelor's Degree in Sales

Tools

Current Software Tools for Presentations

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.

In this role, 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!

Responsibilities

1. Develop 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 develop and demonstrate nuanced market, trade class, and customer knowledge that builds sales trust and confidence both internally and externally.
3. Successfully develop relationships and work collaboratively with internal Cencora subject matter experts, business stakeholders, operations, and sales team members as required/appropriate to sell new business.
4. Implement 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. Use consultative selling skills with Solution Level customers to uncover individual needs and build tailored, impactful proposals.
6. Develop and persuasively present Cencora proposals that meet the needs of individual LTC Pharmacy opportunities and move them towards Prime Vendor Agreement signature.
7. Close new LTC Pharmacy customer business each fiscal year, meeting profit, revenue, and program goals.
8. Manage the entire new business sales pipeline efficiently to minimize customer time at each level, improve time to close, and meet close ratio goals.
9. Ensure new LTC customers are fully operational and ordering before transitioning them to the Account Executive.
10. Maintain a strong working knowledge through training, mentorship, industry information, and company literature.
11. Participate in sales training to maintain a consultative approach with customers.
12. Seek additional training and professional development to enhance skills.
13. Work extended hours and travel extensively within the assigned territory, including overnight travel for conferences and meetings.
14. Perform related duties as assigned.

Requirements

Minimum of five (5) years of successful direct new customer acquisition sales experience, including prospecting, needs analysis, proposal development, presentation, and contract signing. A bachelor’s degree in business, marketing, sales, or a related field, or an equivalent combination of education and experience.

• Excellent persuasive consultative selling skills
• Ability to build trust and credibility quickly with prospects
• Strong pipeline management skills
• Deep understanding of the business segment, industry, and competitors
• Leadership and acquisition skills
• Excellent customer probing and relationship-building skills
• Ability to collaborate internally with subject matter experts and stakeholders
• Comfortable closing sales and challenging customer mindsets
• Strong analytical and quick thinking skills
• Highly competitive and goal-oriented
• Understanding of value and profit principles
• Creative, focused, and disciplined
• Knowledge of Cencora Solutions applicable to customer needs
• Effective presentation skills with current software tools
• Effective oral and written communication skills
• Meticulous follow-up and assertiveness in promoting solutions
• Strong interpersonal skills

What Cencora Offers

We provide compensation, benefits, and resources that foster an inclusive culture and support your purpose-driven work. Benefits include medical, dental, vision, and comprehensive wellness programs focusing on physical, emotional, financial, and social well-being. We also support working families with backup dependent care, adoption assistance, infertility coverage, family building, behavioral health, paid parental and caregiver leave. We offer training, professional development, mentorship, employee resource groups, volunteer activities, and more. For details, visit https://www.virtualfairhub.com/cencora.

Additional Details

Position Type: Full-time

Salary Range*

$72,200 - 103,290

*This range reflects the national average; actual may vary by location, with up to 10% lower or 12% higher depending on the state.

Equal Employment Opportunity

Cencora is committed to providing equal opportunity regardless of race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status, or membership in any protected class. We also provide reasonable accommodations for individuals with disabilities during the employment process. To request accommodations, contact 888.692.2272 or [e-mail].