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What you will be doing

Under broad administrative direction of the Vice President, Remote Sales for Community, LTC & Specialty Pharmacy, the District Director, Remote Sales Alt Channel serves as a key subject matter expert in 340B and is responsible for developing, leading and executing the CRLTC 340B business through their leadership of the business and the SEs they directly managed. Develops and maximizes the effectiveness of SE alt Channels while simultaneously managing the CRLTC 340B grantee covered entity and contract pharmacy business overall. The Director is expected to meet business goals (both in terms of sales growth and profitability) through developing a highly effective sales force that can operate autonomously to give customers and prospects a best-in-class experience. A successful Director is also expected to contribute to the sales process when appropriate.

*** Must be willing to work extended hours, as needed, in order to meet sales objectives and customer support. This role will be remote office based, however incumbent must be willing to travel to customer sites as needed; also, must travel to events such as conferences, national and district sales meetings as required.

PRIMARY DUTIES AND RESPONSIBILITIES:

1. Responsible for the selection, training and performance management for the remote sales team.
2. Responsible for daily performance accountability of the remote sales team while reinforcing a team-oriented, customer-focused approach.
3. Oversees the overall performance of the remote Sales Team to ensure compliance with policies, practices and approved Standard Operating Procedures (SOPs).
4. Establishes and maintains a positive work environment creating engagement amongst associates.
5. Coaches, develops and guides Sales Executives to ensure key performance measures (sales revenue, budgeted & annual goals, active accounts, gross profit, and customer retention) and customer engagement metrics (such as completed calls, total effort, average talk time,
total talk time, hours logged, call monitors, etc) are met.
6. In cooperation with Sales Executives, creates skill progression plans. Acts as a mentor to help sales associates achieve their development
goals and helps them appropriately utilize the resources of Cencora (e.g., training).
7. When appropriate, assists directly in customer calls to help accelerate the sales process and negotiate/close challenging or complex deals.
8. Develops, maintains and effectively utilizes financial acumen to drive increased profitability for Cencora and balances these factors against business growth and ability to close deals. Can articulate the value of solutions in terms of the customer’s P&L.
9. Develops strategic sales plans to support district/corporate goals across the District as well as within individual Sale Executive assignments.

10. In accordance with National/District goals, directs and sets performance goals in coordination with sales associates accordingly with the use of all available company resources such as Inside Sales Center, ABForce, SPM and SAP reporting.
12. Works closely with sales associates in the analysis of sales activity and customer sales statistics in order to uncover any gaps between actual and expected performance; emphasizes the importance of investigating any specific business needs before taking action.
13. Works effectively and collaboratively with a wide range of internal stakeholders from CRLTC sales teams to 340B Center of Excellence, Credit, Finance, Health System sales teams, Regulatory & Compliance, etc. to get things done in support of customers and the business
14. Provides comprehensive District and Assignment Reports on a monthly/weekly basis to VP Remote Sales; identifying gaps between actual and goal performance along with action plans to close the gaps
15. Possess digital dexterity (ability to learn and navigate digital tools and resources) and data literacy skills (ability to process and synthesize data in a way that leads to insights and action)
16. Serves as key team member of cross-functional teams responsible for executing ABC’s Enterprise-wide 340B strategic initiatives, including participation on workstreams and projects

What your background should look like 

EXPERIENCE AND EDUCATIONAL REQUIREMENTS:

Requires broad training in fields such as business administration, accountancy, sales, marketing, computer s