Director, Sales (Health Systems)

Sales/Retail/Business Development Reference Number: 6038 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 reimbursement and pharmaceutical consulting services, and physician education. With more than $64 billion in annual revenue, AmerisourceBergen is headquartered in Valley Forge, PA, and employs 10,000 people. AmerisourceBergen is ranked #29 on the Fortune 500 list. For more information, go to www.amerisourcebergen.com. Director, Sales (Health Systems) Work Location: Kentucky, Western Tennessee, Southern Indiana, Northeast ArkansasShifts: Not ApplicablePositions Available: 1Position Summary Under broad administrative direction of the Segment Vice President - Health Systems, educates, communicates, develops and modifies the organizational approach and sales strategies required to satisfy the ever-changing needs of current and prospective customers. Oversees existing relationships and sales activities of the Account Manager role for a specific geographic location. Promotes the AmerisourceBergen consultative sales approach in order to contribute to increased profitable revenues. Works closely with customer executives at all levels as well as the company senior sales team and the customer service and account receivable teams. Is consciously aware of changes in the industry. This individual is well grounded in the healthcare environment; has a passion for the overall vision of what AmerisourceBergen brings to the customer and is able to articulate that vision. Primary Duties and Responsibilities 1.Responsible for incorporating the programs, products and services of all of the ABC-owned companies into offerings that provide comprehensive solutions and compelling reasons for healthcare systems to do business with AmerisourceBergen. Has revenue targets for existing customer base in assigned region and works closely with regional corporate team.2.Directs sales forecasting activities and sets performance goals accordingly with the use of all available company resources such as Microstrategy.3.Reinforces the use of consultative selling skills in order to determine the needs of the customer; ensures consistent market analyses, price schedules and discount rates are in accordance with this type of sales approach. Collaborates and supports the Health Systems Solutions team including representation from Technology, Professional Services and Community Care.4.Promotes and assists in the professional development of all reporting staff, with special emphasis on newly hired Account Managers.5.Conducts performance reviews in accordance with AmerisourceBergen policies and performance management procedures; coaches and counsels sales associates on their goals, achievements and areas for improvement; partners with Human Resources and Sales Operations to attract, retain, and develop sales associates using all available resources.6.Works closely with sales associates in the analyses of customer sales statistics; emphasizes the importance of investigating any specific business needs before adjusting price schedules and discount rates. Actively manages current business and supports and communicates effectively with the customer service team and accounts payable team to make decisions relative to customer needs and company priorities.7.Represents AmerisourceBergen at company and regional trade shows, which will ultimately help sell the AmerisourceBergen solutions. Gathers information; analyzes and develops strategies addressing dynamics that may affect area of responsibility using solution selling techniques.8.Drives value propositions and marketing strategies through the organization and directly to the customer at all levels. Supports the solutions selling model.9.Focuses on the customer; responsible for creating strong customer rapport, and building showcase models accessible in future sales situations.10.Works with Segment VP and Corporate Sales to transition new customers to the appropriate Account Manager's territory assignment. Interacts effectively with all levels of senior level management up to C-suite level at customer sites; understands inter-workings of customers' various decision-makers.11.Works closely with all regional segment vice presidents, strategic account and national representatives to implement key initiatives such as current or new business plans, strategies and new partnerships.12.Acts as a solid role model who is committed to the professional development of their sales staff; builds the bench strength for the future. This position currently has 3 direct reports (Account Managers).13.Must be willing to work extended hours, as needed, in order to meet sales objectives and ride alongs; must be willing to travel to events such as conferences, national and regional sales meetings. Must be willing to work in the field 4 days per week with team for mentorship.14.Performs related duties as assigned. Experience and Education 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 four (4) years directly related and progressively responsible experience including at least two years at a manager level. Ideal candidate will also have strategic selling training, 3+ years sales managment experience, medical/pharma experience. Minimum Skills, Knowledge and Ability Requirements 1.Exemplary consultative selling skills2.Ability to develop a team of sales professionals; ability to direct activities of others, including coaching, training, guiding, developing, and managing. Ability to motivate team to think outside the box 3.Ability to forecast and set both business and professional goals; ability to train team of sales professionals in the forecasting process 4.Thorough knowledge of pharmaceutical distribution with emphasis in specific segment sales 5.Ability and desire to build a consultative sales team that focuses on building business partnerships with their selected customer base 6.Understanding of value and profit 7.Creativity skills; focused and disciplined 8.Project and budget expertise; excellent time management and organizational skills 9.Up-to-date knowledge of presentation software and equipment such as Microstrategy, ABC portal, ePresentation and eBrochures; working knowledge of computers necessary to operate effectively with company systems and programs 10.Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace 11.Strong leadership skills 12. High energy and positive attitude 13. Ability to communicate effectively, both orally and in writing. Forthright Communicator 14. High Integrity 15. Forward Thinker 16.Interpersonal skills sufficient to develop and maintain cooperative working and business relationships with others  Additional Information For all regular associates working 30 hours per week or more, we offer an excellent compensation and benefits package including 401(k), medical, dental, vision, employee stock purchase plan, STD, LTD, life insurance, EAP and tuition reimbursement. The successful candidate must pass a pre-employment, post-offer drug screen and extensive background check. Please provide salary history. No third party responses, please. EEO-M/F/D/V