Specialty Infusion Sales Executive

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.

• Build expertise in the Specialty Infusion industry and develop a deep understanding of customers' strategic objectives, KPIs, and challenges.