Job description
Are you looking to make a difference in a patient’s life? At AmerisourceBergen, you will find an innovative and collaborative culture that is patient focused and dedicated to making a difference. As an organization, we are united in our responsibility to create healthier futures. Join us and Apply today!
What you will be doing
As of August 24, 2021, AmerisourceBergen requires all U.S. team members to be fully vaccinated and show proof of completed vaccine prior to their first day of employment. If you cannot receive the COVID-19 vaccine due to a disability/medical reason or sincerely held religious belief you will be required to follow AmerisourceBergen’s policy and process to apply for an
exemption/accommodation.
The Senior Director of Long-term Care (LTC) Field Sales is responsible for leading and managing the ongoing strategic key business relationship between AmerisourceBergen and key strategic customers; responsible for increased revenues and gross profit expansion with existing customers. Uses advanced consultative and strategic sales approach and tactics to grow penetration of AmerisourceBergen solutions to new and existing strategic customers in the Long-Term Care segment. Ownership of GPO relationship, contract, and strategy. Strengthen, build, and innovate how AB partners with LTC GPOs. Responsible for leading and managing Account Executives assigned to territories.
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Complete ownership of the renewal/RFP process, to include identifying strategic priorities of customer, developing the proposal, pricing, and negotiating the deal to completion. Ensures that all proposals offer strategic opportunities for both the client and AB, while mitigating margin erosion to support plan for assigned large Key (Strategic) Accounts.
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Exceptional leadership skills and philosophy that will enhance career development for team members and succession planning. Responsible for leading and managing Account Executives assigned to territories.
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Best at listening to the client
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Proficient at conducting whiteboarding and strategy sessions to uncover new profit drivers and opportunities.
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Organizes and ensures Quarterly client business reviews that align to and address strategic priorities of client and driving the same structure and discipline with the AE team that cover the mid-level accounts.
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Creates client “stickiness” by identifying areas to implement AB solutions and services.
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Identifies customer pain points, helps determines root causes and, documents underlying needs of each unique client and is accountable for engaging internal teams to resolve and meet client needs
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Applies AB’s solution selling process and establishes trust through the creation and communication of value propositions and aligned outcomes.
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Delivers insightful and persuasive presentations that articulate the value of AB. Also manages AE team to drive the same outcomes and to lead them to address on-going servicing needs of assigned accounts.
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Gathers information, analyzes and develops strategies concerning 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.
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Accountable for revenue and profitability objectives in specific assigned accounts with the ability to understand and implement growth driving opportunities for each client.
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Demonstrates a deep understanding of the client’s needs during conversations with economic influencers, owners, supply chain and the C-Suite.
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Regularly assess assigned accounts and effectively develop and manage a strategy to maximize selling results.
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Works with internal network to leverage client growth opportunities.
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Drive more efficient ways to solve for issue resolution bottle necks. Lead team to proactively mitigate issue resolution to advance sales opportunities.
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Strategic vision on how to maximize SmartSource and EPA opportunities in the Long Term Care segment.
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Build and manage relationships with key internal executives, cross-functional partners such as finance, legal, sourcing, etc., as well as sales leadership to ensure delivery of the AB value proposition.
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Reporting structure P&L ownership
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Utilize AB systems, such as HUB and AB Force (Project Lightening), to track client opportunities. Drive 100% compliance and accuracy with sales team.
What your background should look like
Requires broad training in account management and solution selling. Normally requires a minimum of ten (10) years directly related and progressively responsible experience. Four-year degree required.
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Experience building and executing strategic account management penetration plans
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Experience and proven success selling IT solutions and/or projects
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Experience in negotiating contracts
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Orchestrates organizational resources
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Excellent Organizational & Project Management skills
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Demonstrated value-based sales record
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Working knowledge of pharmaceutical distribution with emphasis in specific segment sales and healthcare trends
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Working knowledge of successful strategic and consultative selling techniques, and ability to sell complex solutions (technology & consulting
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Ability to lead large, value-driven pursuits
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Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace
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Strong leadership skills
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Ability to communicate effectively, both orally and in writing, for the purpose of preparing reports and disseminating information
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Interpersonal skills sufficient to develop and maintain cooperative working and business relationships with others
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Working knowledge of computers necessary to operate effectively with company systems and programs
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Must be willing to work extended hours, as needed, to meet sales objectives; must be willing to travel which may include events such as conferences, company meetings and customer meetings.
#LI-Remote
#LI-LS1
What AmerisourceBergen offers
We offer a competitive total rewards package which includes benefits and compensation. Our commitment to our eligible population of team members includes benefit programs that are comprehensive, affordable, diverse, and designed to meet the needs of our team members’ and their families. Some of these programs include paid time off including paid parental leave, access to retirement savings vehicles, medical, dental, vision, and life insurance options, an employee stock purchase program, and other financial, health, and well-being focused benefits.
Because we take a balanced, global approach to our benefits, benefit offerings may vary by location, position, and/or business unit. Some benefits are company-paid, while others are available through team member contributions. For details visit
https://www.virtualfairhub.com/amerisourcebergen
.
Schedule
Full time
Salary Range*
- This Salary Range reflects a National Average for this job. The actual range may vary based on your locale. Ranges in Colorado/California/Washington State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.
Affiliated Companies:
Affiliated Companies: AmerisourceBergen Drug Corporation
Equal Employment Opportunity
AmerisourceBergen 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.
AmerisourceBergen 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@amerisourcebergen.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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