Account Manager - Specialty GPO

Step into an exciting opportunity as a Regional SAM, where you will play a vital role in expanding the reach of All Cencora Specialty GPO solutions within regional and community health systems! This position is not just about sales; it's about forging meaningful partnerships and driving impactful change in key accounts across Oncology, GI, Urology, Rheumatology, and emerging markets. You will champion the implementation of strategic business plans, ensuring clients not only adhere to contract terms but thrive in their success. Collaborating with subject matter experts and the DSA team, you will work together to achieve ambitious goals and make a real difference in patient care. If you’re ready to take on a challenge and be part of a collaborative team dedicated to excellence, we want to hear from you!

• Hybrid sales role and SME role – which executes strategic and consultative sales approach and tactics to grow penetration of all Specialty GPO products and solutions to existing (and to-be-prospected) strategic and highly integrated, national and regional health system customers in the GPO segment based on existing customer’s business needs in order to achieve established business objectives
• Develops Specialty GPO business plan representing the opportunity for clients and process by which Cencora will achieve maximum sales, profitability, and contract compliance in support of the business strategy
• Acts as the primary Specialty GPO Contact, especially for individual site/ clinic buyers & purchasing decision makers
• Responsible for actively managing contract pull-through and building pull-through analytical fact base used for client pull-through discussions – meets with clients directly as necessary (e.g., beginning of quarter for goal setting and end of quarter for pull-through discussions)
• Understands and analyzes implications of member contracts – readily informing clients of implications of any contract changes
• Develops and executes strategies (in conjunction with DSA and entire account team) to address and mitigate market and customer specific dynamics that may affect area of responsibility, such as changes in customer ownership, 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 updates to written business plans and ongoing business communication.
• Works with DSA and Product Specialist to coordinate relevant SMEs and expertise required for client interactions including: IPN, ION, Oncology Supply, Besse, Cencora corporate and regional associates.
• Quarterbacks across sales, legal, accounting, reporting and analysis, drawing on other Cencora resource for Specialty GPO for Health System clients

Requirements:

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; normally requires a minimum of five (5) years directly related and progressively responsible experience.

• Thorough knowledge of the GPO, healthcare industry, and health systems; must be able to  navigate a complex and matrixed IDN
• Thorough knowledge and expertise of All Specialty GPO products, programs, technology, and services - including IPN, ION, SAN, etc.
• Willingness to quickly build additional expertise in other therapeutic areas and classes of trade
• Strong analytical skills related to GPO pull-through and strong client management – especially to education and inform clients as to what is required to receive rebates and discounts
• Knowledge of cost accounting, sales management, key account management, sales planning and goal setting, successful strategic and consultative selling techniques, and related information
• Ability to interpret financial data of healthcare industry 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 changes in the marketplace
• Masterful understanding of SAN, ION and IPN contracts; ability to apply to individual customer’s needs - strong attention to contract details

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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

*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/Hawaii/Vermont/Minnesota/Massachusetts/Illinois State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.

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

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