Regional Account Manager

Senior Specialist, Account Management

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.

We are seeking a high-performing Senior Specialist, Account Management to serve in a hybrid sales and subject matter expert (SME) capacity, driving growth across Specialty GPO products and solutions. This role is ideal for a strategic, consultative professional who excels at deepening customer relationships, identifying growth opportunities, and influencing complex healthcare organizations.

In this role, you will partner with strategic national and regional health systems within the GPO segment to expand product penetration, strengthen contract pull-through, and align solutions to evolving customer needs. You will act as a trusted advisor to customers and internal stakeholders, helping deliver value, profitability, and contract compliance while advancing key business objectives.

Key Responsibilities

• Execute a strategic, consultative sales approach to grow adoption and penetration of Specialty GPO products and solutions across existing and prospective health system customers.
• Identify customer needs, business priorities, and market opportunities to develop tailored strategies that support revenue growth and long-term partnership success.
• Build and maintain a strong opportunity pipeline across highly integrated national and regional health system accounts.

Business Planning & Performance Management

• Develop and manage Specialty GPO business plans that clearly define client opportunities and outline the strategy to maximize sales, profitability, and contract compliance.
• Translate customer insights and business objectives into actionable account strategies that align with broader organizational goals.
• Continuously update written business plans and communicate progress, risks, and opportunities to internal stakeholders.

Customer Relationship Leadership

• Serve as the primary Specialty GPO contact for assigned customers, particularly individual site and clinic buyers, as well as purchasing decision-makers.
• Build trusted relationships with customer stakeholders by providing insight, responsiveness, and strategic guidance.
• Lead client-facing discussions around goals, performance, contract optimization, and growth opportunities.

Contract Pull-Through & Analytical Support

• Actively manage contract pull-through performance and build the analytical fact base needed to support productive client discussions.
• Conduct regular business reviews with customers, including quarterly goal-setting and pull-through discussions, to drive accountability and measurable outcomes.
• Interpret member contract details and proactively communicate the implications of contract changes to clients.

Cross-Functional Strategy & Market Responsiveness

• Partner with the DSA and broader account team to develop and execute strategies that address customer and market dynamics, including: Changes in customer ownership New affiliations and partnerships Market share shifts Emerging growth opportunities Evolving customer requirements Competitive activity, strengths, and vulnerabilities
• Use market intelligence and customer insights to refine account strategies and strengthen competitive positioning.

Collaboration & Internal Leadership

• Coordinate with the DSA, Product Specialists, and other internal SMEs to bring the right expertise into customer engagements, including teams across: IPNIONOncology SupplyBesseCorporate and regional associates
• Serve as the internal quarterback across sales, legal, accounting, reporting, and analytics, ensuring alignment and effective execution in support of Health System Specialty GPO clients.
• Leverage enterprise resources to deliver seamless, high-value support to customers and drive business results.

Required Qualifications

• Bachelor's degree in Business Administration, Sales, Marketing, or a related field — or equivalent relevant experience.
• 4+ years of experience in B2B account management, proposal development, renewals, deal negotiation, or a related field.
• Demonstrated success in managing complex customer relationships and driving business growth in a consultative selling environment.

Preferred Qualifications

• Certification in Customer Success, Account Management, Client Relationship Management, or a related discipline.
• Experience working with health systems, GPOs, specialty distribution, or healthcare purchasing environments.
• Strong analytical, communication, and cross-functional leadership skills.

What Makes This Role Exciting

• Opportunity to operate as both a strategic seller and trusted SME
• High visibility with major national and regional health system customers
• Cross-functional partnership with diverse teams and business leaders
• Meaningful impact on growth, customer success, and long-term strategic accounts