Sales Executive - Hybrid Sales

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Job Details

Under the general direction of the District Director (DD), the Sales Executive-Hybrid Sales is responsible for Territory Management and Business Development within an assigned territory of existing primary and secondary customers. This includes sales of Cencora products, customer retention, contract compliance, overall contracting, and solution implementation. Additionally, the Sales Executive-Hybrid Sales will prospect and develop new business within the independent retail business segments in their territory. They are also responsible for ensuring a high level of customer service excellence, continually advancing their knowledge, skills, and expertise to remain a uniquely differentiated and highly valued customer resource. Cencora believes that its competitive advantage lies in offering innovative, differentiated, and superior solutions, services, and people.

RESPONSIBILITIES:

• Leverages Hybrid Selling, utilizing both in person and virtual selling techniques to connect with customers and allow for customized territory management and customer interactions the strengths of both in-person and virtual interactions to create a more flexible, efficient, and effective sales strategy.

• Team-Based Selling- Collaborate with cross-functional teams, including Good Neighbor Pharmacy, Buying Group, customer service, and finance, to align strategies and achieve sales goals.

• Coordinate with account management coordinators and internal departments to ensure seamless service delivery and high customer satisfaction.

• Lead customer onboarding and promptly address any issues by working closely with internal teams. Continuously gather and share feedback to improve processes and enhance team performance.

• Demonstrate a high level of proficiency in using computer and technology tools to enhance customer experience and sales processes.

• Leverage digital tools and platforms effectively for sales activities. Utilize social media platforms to engage with customers and promote Cencora's offerings. Stays updated with the latest technological advancements to enhance sales strategies

• Meets or exceeds specific business sales targets, set in cooperation with the District Director, for revenue, profit and margin growth with existing primary and secondary customers in the independent retail within a specific customer assignment (territory) via account penetration.

• Meets business targets related to the sale of specific solutions. Cencora's suite of offerings includes, but is not limited to, solutions such as SMT Access, Good Neighbor Pharmacy, Business Coaching, PRxO Generics, and Elevate Provider Network, etc.

• Ensure ongoing contract compliance from existing customers (such as generics penetration) by reinforcing the total value of the prime vendor agreement (PVA), and proactively addressing/resolving any reasons for non-compliance.

• Negotiates Prime Vendor Agreements (PVA) with current customers and implement new PVAs resulting in continual retention of profitable accounts in the individual sales assignment.

• Responsible for taking secondary customers to primary by executing sales expansion using Cencora's Suite of Offerings.

• Prospecting and developing new business leads within the territory, in collaboration with the Business Development team.

• Responsible for closing smaller deals not assigned to the Business Development team.

• Negotiates Prime Vendor Agreements (PVA) with current customers and implements new PVAs resulting in continual retention of profitable accounts in the individual sales assignment.

• Leads the onboarding of new customers by effectively collaborating with functional departments to ensure a smoothly and excellent customer experience.

• Leads the implementation of customer solutions by effectively collaborating with functional departments to ensure full adoption, value realization and an ongoing excellent customer experience.

• Continually maintains and inputs account activity/results information and tracks interactions in ABForce and other appropriate sales management tools

• Ensures ongoing contract compliance from existing customers by reinforcing the total value of the prime vendor agreement (PVA), and proactively addressing/resolving any reasons for non-compliance

• Leverages additional service and sales channels such as Customer Service and Inside Sales to address day-to-day standard service issues resulting in maximized "selling time" when working with customers while maintaining a cohesive "face" of Cencora to the customer.

• Maintains knowledge of customer invoicing, payment terms, collections and customer payment history as necessary to assist Accounts Receivable as required from time-to-time. Works closely with Account Management Coordinator to ensure timely and accurate resolution of customer issues

• Creates an operationally efficient daily territory call plan. 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.

• Works with District Director, L &D, and HR partners to proactively develop and implement an annual skill development plan which results in ongoing improvement in knowledge, skills and ability to execute with excellence in the field

• Travel expectation: 50-75%

QUALIFICATIONS:

• Requires a demonstrated history of successful application of consultative selling skills in a diverse customer market place resulting in improved customer sales. 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 or equivalent combination of experience and education are required.

• Normally requires five (5) plus years directly related and progressively responsible sales experience. Experience in the pharmaceutical industry, retail and alternate care segments is desirable.

MINIMUM SKILLS, KNOWLEDGE AND ABILITY REQUIREMENTS:

• A willingness and ability to: understand and analyze market trends and business insights

• Teach customers and challenge the way they think about their business discuss financials with a customer negotiate deals continually develop/hone selling skills

• Working knowledge of retail and alternate care industries, trends, and challenges facing customers

• Ability to communicate effectively both orally and in writing, and adapt communication style to various audiences

• Ability to actively listen and influence others with different points of view

• Advanced understanding of financial concepts relevant to maximizing sales profit (e.g. profit and loss statements, value)

• Excellent customer service skills to address potential issues through channels such as Customer Care without compromising selling-focused conversation

• Strong organizational skills; attention to detail

• Ability to adapt to change, and successfully monitor multiple tasks without sacrificing quality or timeliness of work

• Strong presentation skills

• Strong time management skills; ability to schedule customer appointments in advance

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

Full time 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 View phone number on click.appcast.io or email View email address on click.appcast.io. 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 CompaniesAffiliated Companies: AmerisourceBergen Drug Corporation