Remote: Sr. Account Executive (Work from Home) Cencora

Effizotech; Northern (KY); Hybrid; USD 74,000 - 106,000; Full time

Benefits offered by this job

Benefits package

Training programs

Mentorship programs

Job summary

Cencora is seeking a field-based account executive to manage hospital systems accounts in the United States. You will lead client relationships, identify opportunities, and drive renewal and new business through a consultative selling approach.

You will develop territory plans, deliver impactful presentations, and collaborate with internal teams to close deals. Travel as required, with a focus on maximizing revenue and profitability for assigned accounts.

Qualifications

• Excellent written and oral communication skills.
• Strong interpersonal and customer service abilities.
• Proven presentation and public speaking skills.
• Solid time management and organizational skills.
• Financial acumen and profitability awareness.
• Willingness to travel as required.
• Proficient in using CRM and sales tools.
• Consultative selling approach with clients.
• Deep knowledge of Hospital Systems market.

Responsibilities

• Lead the client-facing relationship across pharmacy and supply chain.
• Promote distribution solutions and expand existing business.
• Understand client needs with influencers and executives.
• Own renewal, new business, and RFP processes from proposal to closing.
• Organize quarterly client business reviews.
• Grow distribution revenue through account penetration and relationships.
• Develop territory and account plans aligned with revenue goals.
• Deliver tailored presentations to existing customers using a consultative approach.
• Drive revenue and profitability in assigned accounts.
• Collaborate with internal resources to execute expansion strategies.
• Prospect new customers and design consultative sales strategies to win RFPs.
• Maintain account activity in CRM tools.
• Manage territory with regular call cycles and opportunistic calls.
• Travel as required (including overnights).
• Perform related duties as assigned.

Skills

Communication

Listening skills

Interpersonal skills

Customer service

Presentation skills

Time management

Financial acumen

Travel willingness

Sales analytics

Consultative selling

Hospital Systems knowledge

Tools

Salesforce

Altify

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.

Job Details

PRIMARY DUTIES AND 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 ABC, while mitigating margin erosion to support plan.
• Organizes and ensures Quarterly client business reviews that align to and address strategic priorities of client and ABC
• Increases AB’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 ABC'sprograms/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 AB 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.

MINIMUM SKILLS, KNOWLEDGE AND ABILITY REQUIREMENTS:

• 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 ABC meetings/trainings
• Advanced working knowledge of suite of ABC 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.

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*

$74,000 – 105,820

*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.

Affiliated Companies:

Affiliated Companies: AmerisourceBergen Drug Corporation