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Job Details

The Senior Account Executive plays a pivotal role in fostering and managing strategic partnerships with mid-sized health systems and Integrated Delivery Networks (IDNs) at AHP. This dynamic position focuses on driving revenue growth and expanding gross profits through nurturing existing client relationships and cultivating new business opportunities. By spearheading strategic initiatives, delivering tailored programs, and ensuring a deep understanding of client needs, the Senior Account Executive is instrumental in driving profitable revenue growth, expanding gross profits, and fostering new business development. Through proactive communication, diligent follow-up, and a commitment to resolving client needs promptly and professionally, this role establishes enduring partnerships built on trust and confidence.

• Leads the customer facing relationship with all levels of pharmacy and supply chain, including various levels of contact 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
• Demonstrates a deep understanding of the customers 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 and negotiating the deal to completion. Ensures that all proposals offer strategic opportunities for both the customer and AHP, while mitigating margin erosion to support plan.
• Organizes and ensures Quarterly customer business reviews that align to and address strategic priorities of client and AHP
• 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 AHP can bring to support customer initiatives.
• Accountable for revenue and profitability objectives in specific assigned accounts with the ability to understand and implement growth driving opportunities for each customer.
• 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.

• 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 Cencora 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