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What you will be doing

Under broad administrative direction of the Vice President – Sales, oversees existing relationships and sales activities of the Business Development Managers and Regional Sales Directors role for a specific geographic location. Promotes the AmerisourceBergen consultative sales approach in order to contribute to increased profitable revenues. Continually looks for ways to differentiate AmerisourceBergen from its competitors in the Retail, Health Systems and the Alternate Care business segment including all institutional and managed-care accounts outside of the traditional hospital and group purchasing environment such as clinics, nursing homes, physicians and long term care facilities.

PRIMARY DUTIES AND RESPONSIBILITIES:

Manages business relationships and the oversight of all consultations with customers to create profitable business strategies taking into account such factors as customer's vision and goals, current results by category/program and compliance with ABC programs and services.

Responsible for managing and organizing the RFP process for effective contract renewals.

Ensures contract deliverables are met and creates potential customer interest using ABC's solution selling process and establishes trust through the creation and communication of value propositions.

Chiefly responsible for ensuring customer issues and resolved, identifies root cause, and takes steps to prevent similar issues from arising in the future.

Partners with segment VP, Sales and Directors, Regional Sales and their account managers in developing the regional chains managed by the Strategic Accounts Team.

Develops and implements strategic sales and marketing plans to accommodate national and regional business goals.

Conducts reviews of market analysis to determine customer needs and pricing schedules.

Gathers information, analyzes and develops strategies concerning dynamics that may affect the business relationship, such as changes in customer ownership or 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 verbal discussion and written business plans.

Represents ABC at trade association meetings.

Responsible for delivering sales presentations to key customers.

Provides feedback, industry knowledge and specific recommendations to Corporate on programs, policies, products and prices.

Maintains strong customer relationships; seeks new and increased business opportunities.

Regularly, monitors and analyzes reports and data which are used consistently throughout ABC for measuring profitability growth of regional chain sales; develops and implements strategies to insure continued success of that growth.

Must be willing to work extended hours, as needed, in order to meet sales objectives; must be willing to travel extensively.

Performs related duties as assigned.

What your background should look like 

EXPERIENCE AND EDUCATIONAL 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 program or equivalent combination of experience and education. Normally requires more than five (5) years directly related and progressively responsible experience.

MINIMUM SKILLS, KNOWLEDGE AND ABILITY REQUIREMENTS:

Exemplary consultative selling skills

Ability to develop a team of sales professionals; ability to direct activities of others, including coaching, training, guiding, developing, and managing

Ability to forecast and set both business and professional goals; ability to train team of sales professionals in the forecasting process

Thorough knowledge of pharmaceutical distribution with emphasis in specific segment sales

Ability and desire to build a consultative sales team that focuses on building business partnerships with their selected customer base

Understanding of value and profit

Creativity skills; focused and disciplined

Project and budget expertise; excellent time management and organizational skills

Up-to-date knowledge of pr