Sales Executive - 340B & Alt Channels

This role is responsible for sales and account management of CRLTC (Community Retail LTC) Alt Channels customers and prospective customers, primarily 340b grantee covered entities and contract pharmacy customers. The Sales Executive will be responsible for Cencora products and solutions, customer retention, contract compliance, contract negotiations, as well as solution implementation where applicable. This role will be responsible for having a strong understanding of the 340b space so they can serve as a trusted partner to customers and internal teams. Managing customers and the business in this complex and dynamic space will require someone who is customer focused, a team player, proactive, accountable, detail oriented,  problem solve and can thrive in ambiguity.

PRIMARY DUTIES AND RESPONSIBILITIES:

• Meets or exceeds specific business sales targets, set in cooperation with the District Director, for revenue, profit and margin with existing 340B, primary and secondary customers in the independent distributor and alternate channel segments via account penetration and pursuing qualified new business opportunities.
• Critically and strategically assesses all potential sales opportunities to understand their potential impact across the market and other Cencora businesses and decide whether to offer or decline the sale in the distributor space.
• Make the best choices considering our strategy and for the interests of Cencora, with the knowledge and maturity to turn down opportunities that do not fit.
• In cooperation with the District Director, create an annual strategic plan for achieving your business goals, utilizing sales reporting tools ongoing to identify and analyze opportunities to retain current customer business. Also, manages day-to-day needs of accounts and maintains relationships with customers to ensure continued business, successful renewals and responsible growth.
• Works directly with internal Cencora teams including: Health Systems Sales, Community Retail and Long Term Care (CRLTC), Customer Onboarding, Finance, Credit, Legal, Regulatory and Compliance (CSRA), Corporate Partners, Customer Care, Digital Business Solutions, Technology Enablement and others to: a) Assist with account set up logistics and communications for covered entities, including Health Information Number(HIN) and b) Support 340B new business the prime vendor agreement (PVA), and proactively addressing/resolving any reasons for non-compliance.
• Monitors and analyzes reports and data to measure profitability growth developing and implementing strategies to ensure continued success of that growth.
• Negotiates Prime Vendor Agreements (PVA) with current customers and implements new PVAs resulting in continual retention of profitable accounts in the Distributor/340b/e-commerce space.
• Identify and pursue new opportunities to profitably grow the alternate channel business responsibly in areas or with entities whom Cencora doesn’t already service.
• Manages and fully vets all new business leads in these alternate channels using established guiding principles and working closely with internal stake holders to determine what leads to pursue.
• Leads the onboarding of new customers within the assigned segments, as well as implementation of customer solutions, by effectively collaborating with functional departments to ensure full adoption, value realization and an ongoing excellent customer experience.
• Partners across functional and organizational lines by engaging and working directly and collaboratively with subject matter experts, as well as serves as a SME on 340b.
• Creates an operationally efficient territory call plan. Effectively and efficiently manages the assigned territory with a regular call cycle that results in the delivery of appropriate customer touches. Continually maintains and inputs account activity/results information and tracks interactions in the CRM and other appropriate sales management tools

EXPERIENCE AND EDUCATIONAL REQUIREMENTS:
Requires a demonstrated history of successful application of account management, consultative selling skills in a diverse customer marketplace resulting in customer retention and world class customer experience. Broad training in fields such as business administration, accountancy, sales, marketing, 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. Minimum of two years in healthcare with relevant 340B related experience.

MINIMUM SKILLS, KNOWLEDGE AND ABILITY REQUIREMENTS:

• 340B related experience
• 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
• Strong organizational agility, working across teams internally to achieve a common goal.
• Advanced understanding of financial concepts relevant to maximizing sales profit (e.g. profit and loss statements, value)
• Excellent customer service and account management skills to address solve proactively for avoiding potential issues and solving when they arise through channels without compromising selling-focused conversation
• Strong organizational skills and attention to detail
• Ability to adapt to change, and successfully monitor multiple tasks without sacrificing quality or timeliness of work
• Strong presentation skills and time management skills
• Possess digital dexterity (ability to learn and navigate digital tools and resources) and data literacy skills (ability to process and synthesize data in a way that leads to insights and action).

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

Schedule

*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 State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.

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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 hrsc@cencora.com. We will make accommodation determinations on a request-by-request basis. Messages and emails regarding anything other than accommodations requests will not be returned