Strategic Account Manager, IPN Solutions (000022YH)
The Strategic Account Manager, IPN Solutions is responsible for the ongoing strategic business relationship between AmerisourceBergen and specialty community physicians - non-oncology (Ophthalmology, Rheumatology, Gastroenterology, Neurology etc) heretofore known as the IPN network; responsible for increased revenues and profits with existing and proposed customers.
Consults with IPN 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 AmerisourceBergen (ABC) programs and services.
Organizes timely RFP process for effective contract renewals.
Creates potential customer interest using ABC's solution selling process and establishes trust through the creation and communication of value propositions.
Resolves customer issues, identifies root cause, and takes steps to prevent similar issues from arising in the future.
Partners with segment sales directors 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.
Reviews 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.
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 ensure 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.
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. Normally requires six (6) years directly related and progressively responsible experience preferably in the healthcare industry.
Working knowledge of pharmaceutical distribution with emphasis in non-oncology specialty community physicians
Thorough knowledge of AmerisourceBergen and IPN Solutions products, programs, and services
Working knowledge of sales management, sales planning and goal setting, successful strategic and consultative selling techniques, and related information
Ability to communicate effectively, both orally and in writing, for the purpose of preparing reports and disseminating information
Strong interpersonal skills; ability to develop and maintain cooperative working and business relationships
Strong presentation skills; ability to train others
Ability to interpret financial data of chain sales and develop successful strategies to deal with financial issues that are identified
Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace
Strong analytical and mathematical skills
Strong creativity skills; focused and disciplined
Good understanding of Customer Value Chain
Working knowledge of computers necessary to operate effectively with company systems and programs
Organization: ION Solutions
Equal Opportunity Employer/Minority/Female/Disability/Veteran