Business Development Manager - Retail Automation (Central Region)

AmerisourceBergen (NYSE:ABC) is one of the world's largest pharmaceutical services companies serving the United States, Canada and selected global markets. Servicing both pharmaceutical manufacturers and healthcare providers in the pharmaceutical supply channel, the Company provides drug distribution and related services designed to reduce costs and improve patient outcomes. AmerisourceBergen's service solutions range from pharmacy automation and pharmaceutical packaging to pharmacy services for skilled nursing and assisted living facilities, reimbursement and pharmaceutical consulting services, and physician education. With more than $54 billion in annual revenue, AmerisourceBergen is headquartered in Valley Forge, PA, and employs more than 13,000 people across five business units in multiple locations. AmerisourceBergen is ranked #27 on the Fortune 500 list. For more information, go to www.amerisourcebergen.com.



AmerisourceBergen (NYSE:ABC) is one of the world's largest pharmaceutical services companies serving the United States, Canada and selected global markets. Servicing both pharmaceutical manufacturers and healthcare providers in the pharmaceutical supply channel, the Company provides drug distribution and related services designed to reduce costs and improve patient outcomes. AmerisourceBergen's service solutions range from pharmacy automation and pharmaceutical packaging to pharmacy services for skilled nursing and assisted living facilities, reimbursement and pharmaceutical consulting services, and physician education. With more than $54 billion in annual revenue, AmerisourceBergen is headquartered in Valley Forge, PA, and employs more than 13,000 people. AmerisourceBergen is ranked #27 on the Fortune 500 list. For more information, go to www.amerisourcebergen.com.

 

 

POSITION SUMMARY:

Under general direction of the Vice President - Retail Automation, promotes the use of and consultatively sells AmerisourceBergen Retail automation solutions to new and existing customers in the Retail business segment within a specific geographic area.  Promotes and delivers targeted programs and solutions in order to expand and retain existing business and promotes and delivers targeted solutions in order to acquire new business.  Prospects for new business including collaborating with Distribution Sales and Sales Management, VP Retail Automation, and GVP Strategic Business Development to make presentations, proposals and finalize deals as it relates to new business and strategic accounts in order to contribute to increased profitable revenues and technology sales goals. Regularly conduct knowledge transfer to the greater sales organization via integration with Regional teams to support training and partnering to close integrated deals.

 

PRIMARY DUTIES AND RESPONSIBILITIES:

1.Responsible for selling complex technology solutions ? not account assigned, called in as opportunities are identified:  Automed suite of products ? FastFill, FastFind, FastPak, and WorkPath, and Choice suite of products ? 340B and IntelliOrder.

2.Supports the VP Retail Automation, VP Technology Solutions, Segment VP, Business Development Manager, and/or Account Manager in customer assessments and development of final solutions.

3.Develops and implements strategic technology sales plans to support corporate goals; utilizes the AmerisourceBergen consultative sales approach of uncovering customer business needs and fitting those needs to AmerisourceBergen technology solutions.

4.Works directly with technology operations subject matter experts & distribution sales to execute new business sales strategies, expansion and maintenance sales strategies using company solutions to address customer specific needs identified during the explore phase.

5.Accountable for Retail revenue and profitability objectives in specific assigned accounts and/or geographies.

6.Utilizes AmerisourceBergen Reporting Tools to expand current customer business, allowing a customer to better understand and use AmerisourceBergen?s solutions to meet their professional business objectives.

7.Determines and executes the account specific value proposition and sales strategy and ensures coordination of implementation and ongoing customer service resources for technology customers.

8.Gathers information, analyzes and develops strategies concerning dynamics that may affect area of responsibility, such as changes in customer ownership, new affiliations, current market share and targets of opportunities for new growth, customers? changing requirements, competitor strengths and weaknesses, and continually communicates these strategies to product management internally using updates to written business plans and ongoing business communication.

9.Works with GVP, VP Technology, VP Retail Automation, Segment VPs, and/or VP Supply Chain Solutions to develop and implement strategies and removes barriers to insure continued success of Retail Automation Accounts.

10.Delivers professional presentations to existing and new technology customers and utilizes the ABC Storyboarding concept as well as other company resources such as the AmerisourceBergen Sales Portal, ePresentation and eBrochures

11.Represents AmerisourceBergen at company and regional trade shows, and is responsible for regional pharmacy chain executives, ultimately helping to sell AmerisourceBergen solutions.

12.Must be willing to work extended hours, as needed, in order to meet sales objectives; must be willing to travel to events such as customer meetings, conferences and national meetings.

13.Facilitates relationships with the Technology Group and corporate office associates to ensure alignment of sales and operational commitments.

14.Participates in required sales training that will allow the AmerisourceBergen sales force to continually maintain a consultative sales approach with all customers.  Supports integrated training effort with Regional Drug Company sales teams to support collaboration between technology solutions and distribution sales.

15.May be required to complete and receive a passing score on defined certification course(s) as determined by senior Retail sales management.

16.Demonstrates initiative in their own professional development such as keeping abreast of the industry and its changes through the use of industry information and company literature.

17.Conducts and/or coordinates comprehensive customer assessments and solution design.

18.Writes and assembles proposals, driving required review, pricing authorization, and delivery. 

19.Presents deep understanding of product features and benefits and competitor offerings to customer.

20.Provides technical support in customer presentations and product demonstrations. Coordinates technology site visits and demonstrations.

21.Persuades the customer of the technical superiority of ABC product and the ?fit? for their business.

22.Supports the end-to-end sales process from lead to contract close (if Drug Co customer) / Drives and owns process (if a Technology customer).

23.Supports coordination of implementation activities with Implementation Team.

24.Performs related duties as assigned.

 

EXPERIENCE AND EDUCATIONAL REQUIREMENTS:

 

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 or equivalent combination of experience and education.  Normally requires a minimum of five (5) years related and progressively responsible experience, selling in the assigned territory and market.  Healthcare sales experience is mandatory.  Sales experience in pharmacy automation or capital equipment sales is highly preferred.

 

MINIMUM SKILLS, KNOWLEDGE AND ABILITY REQUIREMENTS:

1. Applicants must live within the territory of WI, MN, or IL. 

2. Track record of driving results in pharmacy automation/capital equipment sales a plus. Must be familiar with the capital equipment budgeting, purchasing, and leasing processes.

3. Ability to travel 50-75% of time.

4. Excellent organizational skills; attention to detail

5. Ability to negotiate effectively with current and prospective customers

6. Broad product knowledge across all retail technology products, plus product-specific knowledge

7. Thorough knowledge of ABC policies, programs & services

8. Thorough understanding of pricing and profitability

9. Strong customer service and relationship management skills

10. Working knowledge of strategic and consultative selling techniques, and related information

11. Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace.

12. Ability to communicate effectively both orally and in writing

13. Strong creativity skills; focused and disciplined

14. Strong mathematical and analytical skills

15. Strong presentation skills

16. Strong computer skills; knowledge of Microsoft Office Suite




We offer an excellent compensation and benefits package including 401(k), medical, dental, vision, employee stock purchase plan, short term disability insurance, long term disability insurance, life insurance, employee assistance program, and tuition reimbursement. The successful candidate must pass a pre-employment, post-offer drug screen and extensive background check. Please provide salary history.



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