Business Development Manager, LTC

Our team members are at the heart of everything we do. At Cencora, we are united in our responsibility to create healthier futures, and every person here is essential to us being able to deliver on that purpose. If you want to make a difference at the center of health, come join our innovative company and help us improve the lives of people and animals everywhere. Apply today!

Job Details

Join our team as a Business Development Manager - Long-Term Care (LTC) and take your career to the next level! Under the guidance of the Director, Business Development for the Long-Term Care Segment, you will play a crucial role in prospecting for new customers within your designated area. Using your consultative selling skills, you will identify specific customer needs and craft comprehensive, impactful proposals that deliver tailored solutions.

In this role, you will have the opportunity to present your offerings persuasively and secure Prime Vendor Contracts, transforming prospects into valued Cencora LTC customers. You will collaborate closely with subject matter experts, Account Executives,Key Account Directors and SVP, Alternate Pharmacy Practice Sales and Business Expansion. Once a Prime Vendor Agreement is signed, you will work hand-in-hand with the LTC Account Executive and KAD to ensure a smooth transition and successful onboarding.

If you are a motivated team player with a passion for building relationships and delivering exceptional service, we invite you to apply and make a meaningful impact in the Long-Term Care sector!

* This role offers a competitive base salary, along with quarterly commissions and the potential for stretch incentives. Additionally, it includes the benefit of a company car. *

• Develops productive business relationships with LTC Pharmacy prospects and new business opportunities in the active pipeline that build individual customer trust and confidence in the Cencora value proposition and selling process.
• Continually develops and demonstrates nuance level market, trade class and customer knowledge that builds sales trust and confidence both internally and externally.
• Successfully develops relationships and works collaboratively with internal Cencora subject matter experts, business stakeholders, operations and sales team members as required/appropriate to sell new business.
• Successfully implements a prospecting strategy in conjunction with Account Executives that results in a minimum of 12 active and profitable LTC Pharmacy opportunities in their individual sales pipeline at any time.
• Successfully implements consultative selling skills with Solution Level customers as required and appropriate to uncover individual needs and build a tailored and impactful Cencora proposal.
• Develops and persuasively presents Cencora proposals that meet the needs of individual LTC Pharmacy opportunity and move them towards Prime Vendor Agreement signature.
• Closes new LTC Pharmacy customer business in each fiscal year meeting the new business gross profit, revenue, generic, solution and program goals.
• Effectively and efficiently manages the entire new business sales pipeline such that customer time at each level is minimized, time to close is continually improved, and close ratio goals are met.
• Ensures that a new LTC customer is fully operational and ordering before transitioning them to the Account Executive.
• Develops and maintains a strong working knowledge through the use of Cencora training, Business Development Director mentorship, industry information and company literature.
• Participates in required sales training that will allow the Cencora sales force to continually maintain a consultative sales approach with all customers.
• Actively seeks additional training and professional development opportunities to enhance knowledge and skills.
• Must be willing to work extended hours, as needed, in order to meet sales objectives.
• Must be willing to travel extensively (including overnight travel) within the assigned customer base and geographic territory; travels to events such as conferences, national and regional sales meetings.
• Performs related duties as assigned.

Requirements:

Requires a minimum of five (5) years of demonstrated and successful direct new customer acquisition sales experience including territory prospecting, individual customer needs analysis, tailored proposal development and successful presentation, and contract signature. 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.

• Excellent and persuasive consultative selling skills
• Ability to rapidly build trust and credibility with prospective customers
• Excellent new customer sales pipeline management skills
• Excellent understanding of specific business segment; industry and competitive knowledge
• Strong acquisition and leadership skills
• Excellent customer probing skills
• Able to build internal collaboration with subject matter experts and others as necessary
• Able to build customer relationships and trust quickly to challenge customer mindsets; comfortable closing sales
• Strong analytical skills; quick thinker
• Highly competitive and goal oriented
• Good understanding of value and profit principles
• Strong creativity skills; focused and disciplined
• Thorough understanding of Cencora Solutions and which would apply best to their individual customer's needs
• Strong presentation skills; up-to-date knowledge of presentation software and equipment
• Ability to communicate effectively both orally and in writing
• Meticulous follow-up skills; assertive in promoting Cencora solutions to prospective customers
• Strong interpersonal skills

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What Cencora offers

We provide compensation, benefits, and resources that enable a highly inclusive culture and support our team members’ ability to live with purpose every day. In addition to traditional offerings like medical, dental, and vision care, we also provide a comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness. This encompasses support for working families, which may include backup dependent care, adoption assistance, infertility coverage, family building support, behavioral health solutions, paid parental leave, and paid caregiver leave. To encourage your personal growth, we also offer a variety of training programs, professional development resources, and opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more.