Strategic Account Manager

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Summary:

Under general direction of the Sales Directors, responsible for the ongoing strategic business relationship between Cencora and various numbers of customers of varying size; responsible for increased revenues and profits with existing and proposed customers.

• Consults with customer to create profitable business strategies taking into account such factors as customer's vision and goals, current results by category/program and compliance with Cencora programs and services

• Organizes timely RFP process for effective contract renewals

• Creates potential customer interest using Cencora's solution selling process and establishes trust through the creation and communication of value propositions

• Resolves customer issues, identifies root cause, and takes steps to prevent similar issues from arising in future

• Partners with segment sales directors and their account managers in developing the regional chains managed by the Strategic Accounts Team

• Develops and implements strategic sales and marketing plans to accommodate national and regional business goals

• Reviews market analysis to determine customer needs and pricing schedules

• Gathers information, analyzes and develops strategies concerning dynamics that may affect the business relationship, such as changes in customer ownership or 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 verbal discussion and written business plans

• Must be willing to work extended hours, as needed, in order to meet sales objectives; must be willing to travel extensively

• Must be willing to attend occasional weekend meetings, events, or conferences

• Responsible for delivering sales presentations to key customers

• Provides feedback, industry knowledge and specific recommendations to Corporate on programs, policies, products and prices

• Maintains strong customer relationships; seeks new and increased business opportunities

• Monitors and analyzes reports and data which are used consistently throughout Cencora for measuring profitability growth of regional chain sales; develops and implements strategies to ensure continued success of that growth

• Must be willing to work extended hours, as needed, in order to meet sales objectives; must be willing to travel extensively

• Performs related duties as assigned

• Must reside in assigned territory

• Requires broad training in fields such as business administration, accountancy, sales, marketing, computer sciences or similar vocations generally obtained through completion of a four-year bachelor's degree program

• Normally requires three to five years of directly related and progressively responsible experience preferably in the healthcare industry

• Oncology Sales experience is a plus

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

• Thorough knowledge of Cencora products, programs, and services

• Working knowledge of sales management, sales planning and goal setting, successful strategic and consultative selling techniques, and related information

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

• Strong interpersonal skills: ability to develop and maintain cooperative working and business relationships

• Strong presentation skills; ability to train others

• Working knowledge of MS PowerPoint and Excel

• Ability to interpret financial data of chain sales and develop successful strategies to deal with financial issues that are identified

• Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to…