Dir - Strategic Accounts

AmerisourceBergen; Tennessee; On-site; USD 119,000 - 187,000; Full time

Job summary

Cencora is seeking a senior account leader to manage relationships with C-level contacts and drive strategic growth in the healthcare distribution space.

You will own renewal/RFP processes, develop proposals, negotiate terms, and coordinate internal teams to deliver customer outcomes while protecting margins.

Qualifications

• Requires broad training in account management and solution selling.
• Minimum of ten years directly related and progressively responsible experience is normally required.
• Four-year degree is required.

Responsibilities

• Directs the client facing relationship with C-level contacts and various levels of pharmacy and supply chain departments.
• Owns renewal/RFP process including identifying strategic priorities, pricing and negotiating to completion.
• Proficient at conducting whiteboarding and strategy sessions to uncover new profit drivers.
• Organizes Quarterly client business reviews aligned to client and ABC priorities.
• Creates client “stickiness” by identifying areas to implement ABC solutions and services.
• Identifies customer pain points and engages internal teams to resolve needs.
• Applies ABC’s solution selling process and communicates value propositions and outcomes.
• Delivers insightful presentations articulating the value of ABC.
• Assesses accounts and develops strategies to maximize selling results.
• Uses Salesforce to track client opportunities.

Skills

Strategic account mgmt

Solution selling

Contract negotiation

Leadership

Sales strategy

Industry knowledge

Communication

Collaboration

Education

Bachelor's degree

Tools

Salesforce

Job description

Job Details

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.

RESPONSIBILITIES:

• Directs the client facing relationship with C-level contacts and various levels of both pharmacy and supply chain departments.




• Complete ownership of the renewal/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 ABC, while mitigating margin erosion to support plan.




• Proficient at conducting whiteboarding and strategy sessions to uncover new profit drivers and opportunities.




• Organizes and ensures Quarterly client business reviews that align to and address strategic priorities of client and ABC




• Creates client “stickiness” by identifying areas to implement ABC solutions and services.




• Identifies customer pain points, helps determines root causes and, documents underlying needs of each unique client and is accountable for engaging internal teams to resolve and meet client needs




• Applies ABC’s solution selling process and establishes trust through the creation and communication of value propositions and aligned outcomes.




• Delivers insightful and persuasive presentations that articulate the value of ABC.




• Gathers information, analyzes and develops strategies concerning dynamics that may affect area of responsibility, such as changes in customer ownership, new affiliations, current market share and targets of opportunities for new growth, customers' changing requirements, competitor strengths and weaknesses, and continually communicates these strategies internally using updates to written business plans and ongoing business communication.




• Accountable for revenue and profitability objectives in specific assigned accounts with the ability to understand and implement growth driving opportunities for each client.




• Demonstrates a deep understanding of the client’s needs during conversations with economic influencers, pharmacy, supply chain and the C-Suite.




• Regularly assess assigned accounts and effectively develop and manage a strategy to maximize selling results.




• Works with internal network to leverage client growth opportunities.




• Utilize ABC systems, such as Salesforce, to track client opportunities.

QUALIFICATIONS:

Requires broad training in account management and solution selling. Normally requires a minimum of ten (10) years directly related and progressively responsible experience. Four-year degree required.

Minimum Skills, Knowledge And Ability Requirements

• Experience at building and executing strategic account management penetration plans




• Experience and proven success selling IT solutions and/or projects




• Experience in negotiating contracts




• Orchestrates organizational resources




• Excellent Organizational & Project Management skills




• Demonstrated value-based sales record




• Working knowledge of pharmaceutical distribution with emphasis in specific segment sales and healthcare trends




• Working knowledge of successful strategic and consultative selling techniques, and ability to sell complex solutions (technology & consulting)




• Ability to lead large, value-driven pursuits




• Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace




• Strong leadership skills




• Ability to communicate effectively, both orally and in writing, for the purpose of preparing reports and disseminating information




• Interpersonal skills sufficient to develop and maintain cooperative working and business relationships with others




• Working knowledge of computers necessary to operate effectively with company systems and programs

What Cencora offers

We provide compensation, benefits, and resources that enable a highly inclusive culture and support our team members’ ability to live with purpose every day. In addition to traditional offerings like medical, dental, and vision care, we also provide a comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness. This encompasses support for working families, which may include backup dependent care, adoption assistance, infertility coverage, family building support, behavioral health solutions, paid parental leave, and paid caregiver leave. To encourage your personal growth, we also offer a variety of training programs, professional development resources, and opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more. For details, visit https://www.virtualfairhub.com/cencora

Full time

Salary Range*

$119,100 - 186,560

*This Salary Range reflects a National Average for this job. The actual range may vary based on your locale. Ranges in Colorado/California/Washington/New York/Hawaii/Vermont/Minnesota/Massachusetts/Illinois State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.

Equal Employment Opportunity

Cencora is committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status or membership in any other class protected by federal, state or local law.

The company’s continued success depends on the full and effective utilization of qualified individuals. Therefore, harassment is prohibited and all matters related to recruiting, training, compensation, benefits, promotions and transfers comply with equal opportunity principles and are non-discriminatory.

Cencora is committed to providing reasonable accommodations to individuals with disabilities during the employment process which are consistent with legal requirements. If you wish to request an accommodation while seeking employment, please call 888.692.2272 or email [e-mail]. We will make accommodation determinations on a request‑by‑request basis. Messages and emails regarding anything other than accommodations requests will not be returned

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Affiliated Companies:

Affiliated Companies: AmerisourceBergen Services Corporation