Specialty Infusion Sales Executive

Specialty Infusion Sales Executive, Hybrid Sales

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The Specialty Infusion Sales Executive, Hybrid Sales, is responsible for managing and growing an assigned territory of primary and secondary customers in the Non-Acute Specialty Infusion market. This role focuses on territory management, business development, customer retention, contract compliance, and solution implementation for Specialty Infusion Pharmacies and Home Infusion. This is a complex market and requires someone who can navigate, problem solve, connect dots across many stakeholders and get results with a diverse group of internal and external stakeholders. External stakeholders can include Specialty Infusion Pharmacies, Ambulatory Infusion suites, manufacturers, and GPOs. The role requires knowledge and experience in the market and a sense of urgency and attention to detail, as the patient urgency can be high, and the therapies have high financial impact. The position requires a blend of in-person and virtual sales techniques, collaboration with cross-functional teams, and a strong commitment to customer service and professional development.

Primary Duties & Responsibilities

• Hybrid Selling & Territory Management
  • Utilize both in-person and virtual selling techniques to create flexible, efficient, and effective sales strategies.
  • Develop and execute a territory management plan with a regular call cycle and ad hoc interactions as needed.
  • Use digital tools and social media to engage customers, enhance sales processes, and promote Cencora's offerings.
• Team Collaboration
  • Partner with cross-functional teams (e.g., Field Sales, Long Term Care, GPO, Finance, Credit) to align strategies and achieve sales goals.
  • Coordinate with internal departments (e.g., Customer Service, Contracts, Account Maintenance) to deliver seamless service and resolve customer issues.
  • Lead customer onboarding and resolve issues related to GPOs and contracts.
• Existing Customer Sales & New Business Development
  • Meet or exceed sales targets for revenue, profit, and margin growth.
  • Expand customer relationships by selling the full suite of Cencora solutions, including Accelerate, Elevate Provider Network, Freight Optimization, and more.
  • Convert secondary customers to primary by driving adoption of Cencora's offerings.
  • Prospect and develop business opportunities in collaboration with the New Business Development team.
  • Negotiate and implement Purchase Sales Agreements (PSAs) to ensure customer retention and profitability.
• Solutions Implementation & Customer Service
  • Lead the implementation of customer solutions, ensuring full adoption and customer satisfaction.
  • Monitor contract compliance and address issues proactively to maintain customer loyalty.
  • Partner with internal teams to resolve service issues efficiently and maximize time spent on sales activities.
• Account & Territory Planning
  • Develop an annual strategic plan with the Specialty Infusion Director to achieve business goals.
  • Use sales reporting tools to identify and analyze opportunities for growth.
  • Maintain accurate account activity records in ABForce and other sales management tools.
• Professional Development
  • Actively participate in training and professional development activities to enhance skills and industry knowledge.
  • Stay informed on market trends, customer needs, and industry best practices through self-study and ongoing learning.
  • Use the Cencora sales process to deliver differentiated value to customers.