Account Executive - Health Systems

Employment Type

: Full-Time

Industry

: Healthcare - Allied Health



Are you looking to make a difference in a patient’s life? At AmerisourceBergen, you will find an innovative culture that is patient focused and dedicated to making a difference. As an organization, we are united in our responsibility to create healthier futures.

What you will be doing

The Account Executive works with customers to proactively and reactively help identify, understand, and resolve business, distribution, and operational issues; responds to customer inquiries and takes actions essential to maintaining favorable customer relations. The Account Executive promotes the use of and consultatively sells AmerisourceBergen 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 to expand overall business. This role promotes and delivers targeted programs and solutions in order to expand and retain existing business resulting in increased profitable revenues. Overall, builds a long-term business partnership with each assigned customer based in trust and confidence that their needs and issues will be addressed and resolved in a timely and professional manner.
  • Demonstrates initiative in their own professional development such as keeping abreast of the industry and its changes through the use of industry information and company literature.
  • Increases ABC’s Distribution business (revenue and profit) via account penetration and “stickiness” through development of productive business relationships, which result in the identification of opportunities and challenges that can be addressed by ABC’s programs/solutions/services.
  • 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.
  • Works in a collaborative fashion directly with Manager and corporate sales associates to assist in the sale of new business and then takes the lead to transition newly acquired business to the individual territory assignment. Develops and implements timely strategies/tactics designed to successfully renew Prime Vendor Agreements with current customers resulting in continual retention of profitable accounts in the individual sales assignment.
  • Proactively anticipates, investigates, and resolves customer issues (e.g., stock shortages). Responsible for total issue resolution and developing and executing an independent plan to ensure customer satisfaction. – move up and before number 7.
  • Leverages additional service and sales channels such as Customer Service to address day-to-day standard service issues resulting in maximized sales with customers.
  • Develops and maintains a strong base of working knowledge of the Hospital System market through the use of training, mentorship, display of market/customer business curiosity, industry information and company literature.
  • Develops strong competitive knowledge at both the broad market level (e.g., services provided by competitors) and the specific customer level (e.g., what is the specific competitive environment for this customer) allowing for targeted and appropriate application of ABC programs/solutions/services.
  • Surfaces customer needs through a strong knowledge of the customer’s business and deep relationship and identifies potential ABC programs/solutions opportunities that would benefit the customer’s business (e.g., specialty services). Engages and works directly and collaboratively with subject matter experts during the sales process to execute sales expansion and maintenance strategies using company programs, solutions and services to address customer specific needs ; subject matter expects include the Marketing, Business Solution groups, Trade Relations and Sales Management.
  • Works with Sales Management to proactively develop and implement an annual skill development plan which results in ongoing improvement in selling skills, program/service/solution and market/customer knowledge (e.g., training, seeking mentoring from appropriate management)
  • Works in a collaborative fashion directly with Sales Management and other sales team associates to assist in the sale of new business and then takes the lead to transition newly acquired business to the individual territory assignment.
  • Successfully participates in required sales training that continually develops consultative selling skills resulting in improved customer sales productivity. Actively seeks additional training and professional development opportunities to enhance knowledge and skills.
  • Continually maintains and inputs account activity/results information and tracks interactions in The Hub/Sales Force and other appropriate sales/customer relationship management tools to identify opportunities, facilitate issue resolution, periodic reporting and coordination
  • Develops and delivers tailored, professional, and impactful presentations to existing customers and utilizing the consultative selling approach as well as other company resources.
  • Trains and offers advice to ensure customers maximize the value of their ABC solutions, with a particular focus on effectively utilizing features of ABC programs and advising customers on ABC systems and solutions.
  • 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.
  • Utilizes sales results, sales management, reporting and business solutions tools to identify opportunities to expand current customer business through implementation of ABC’s solutions, programs and services.
  • Must consistently display the positive approach and effort as needed, in order to meet sales objectives.
  • 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.
  • What your background should look like (minimum 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’s degree program or equivalent combination of experience and education are required. 
  • Normally requires three (3) to five (5) years directly related and progressively responsible experience.
  • 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 regular ABC trainings
  • Strong organizational skills; attention to detail
  • Ability to build strong in-person customer relationships
  • Good decision-making skills
  • 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.
  • Nice to have
  • Advanced knowledge of the Hospital Systems market
  • Advanced working knowledge of suite of ABC programs and solutions that can offer increased customer value and enhance stickiness
  • What AmerisourceBergen offers

    We offer competitive total rewards compensation. Our commitment to our associates includes benefit programs that are comprehensive, diverse and designed to meet the various needs across our associate population.

  • Healthcare for associates and eligible dependents, same-sex and domestic partners
  • Paid time off, including vacations and holidays
  • Paid volunteer time off
  • Life insurance and disability protection
  • Pet insurance
  • Employee Stock Purchase Program
  • Retirement benefits and more…
  • Throughout our global footprint and various business units, we take a balanced approach to the benefits we offer. Many benefits are company-paid, while others are available through associate contributions. Specific benefit offerings may vary by location, position and/or business unit.


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