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AmerisourceBergen Corporation Account Executive - Long Term Care in CHICAGO, Illinois

Title: Account Executive - Long Term Care Location: United States-Illinois-Chicago Job Number: 00001VWT

Under general direction of the Regional Vice President, Long-Term Care (LTC) Segment, the Account Executive is responsible for Business Development within assigned (territory) existing primary and secondary customers to include sale of ABC products and solutions, customer retention, contract compliance, overall contracting, as well as solution implementation. In addition, the Account Executive will be responsible for new LTC Pharmacy business prospecting and sales in the assigned territory. The Account Executive is also responsible for ensuring a high level of customer service excellence and experience, that they remain a uniquely differentiated, highly valued, customer resource by proactively and continually advancing their personal knowledge, skills and expertise in a way that separates them from the competition. PRIMARY DUTIES AND RESPONSIBILITIES: SALES TO EXISTING CUSTOMERS & NEW BUSINESS DEVELOPMENT PROSPECTING Meets or exceeds specific business sales targets, set in cooperation with the Regional VP, LTC Segment for gross profit, revenue, and generic growth with existing primary and secondary customers in the LTC segment within the assigned territory. Meets business targets by continually driving the overall ABC value proposition for the LTC segment. Ensures 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. Is responsible for prospecting and developing new business leads within the territory, in collaboration with the Business Development Manager - LTC. Responsible for closing smaller deals not assigned to the Business Development Manager - LTC. Negotiates Prime Vendor Agreements (PVA) with current customers and implements new PVAs resulting in continual retention of profitable accounts in the individual sales assignment. Must be willing to travel extensively (including overnight and weekend travel) within the assigned customer base and geographic territory; travels to events such as conferences, national and district sales meetings. SOLUTIONS IMPLEMENTATION & SERVICE EXCELLENCE 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. 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 CARE 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 ABC 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. Ensures awareness of customer educational opportunities (i.e., certification, CE programs). Partners across functional and organizational lines by engaging and working directly and collaboratively with subject matter experts during the sales process to execute sales expansion and maintenance strategies. ACCOUNT & TERRITORY PLANNING In cooperation with the Regional VP, LTC Segment, create an annual strategic plan for achieving your business goals. Utilizes sales reporting tools ongoing to identify and analyze opportunities to expand current customer business. 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. Continually maintains and inputs account activity/results information and tracks interactions in the CRM and other appropriate sales management tools PROFESSIONAL DEVELOPMENT Works with District Director and Sales Training Director 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 Demonstrates an independent passion and responsibility for ongoing learning and development. Completes all training/professional development activities and assessment assignments on time. Participates in required sales training. Actively seeks additional training and professional development opportunities to enhance knowledge and skills. Independently engages in self-study outside of formal ABDC training, such as leveraging customer and industry websites, news feeds, social media, etc. Demonstrates a curiosity to learn. Develops and maintains a strong base of working knowledge of the retail and alternate care customers and markets through the use of ABDC training, District Director coaching, display of market/customer business curiosity, industry information and company literature, which allows for successful execution of ABDC sales strategies and commercial insights. Proactively adopts and actively uses the ABDC sales process to sell and deliver uniquely differentiated value to our customers businesses. Develops deep understanding of the industry, industry trends and issues that affect customers businesses Develops deep knowledge of each customers strategic business objectives, their plans for achieving those objectives, the key performance indicators (KPIs) to measure success/outcomes, and an understanding of how to benchmark those KPIs to industry best practices Identifies each customers current business practices that unknowingly undermine the customers ability to improve patient care, grow their business or improve their profitability. Shapes customer demand for ABDC solutions by teaching the customer things about their industry, trends and/or business practices that they are currently either unaware of, or for which the customer underestimates the negative consequences to improving their patient care, growing their business or improving their profitability. Tailors sales presentations to individual customers. Creates constructive tension with the customer in order to create a sense of urgency for the customer to change their business practices and adopt ABDC solutions that are uniquely differentiated and deliver the best customer value. The Sales Executive must be comfortable discussing financials, difficult and sensitive topics and challenging the customer to think differently about their business models. 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 degree program or equivalent combination of experience and education are required. Normally requires a minimum of 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 Job: Sales Jobs