The Senior Account Success Representative is responsible for developing, maintaining/growing, and implementing business partnerships with veterinary customers within key and strategically assigned account list within Corporate, GPO, and General Practice Veterinary Accounts. The Senior Account Success Representative plays a critical role in the organization by individually developing and qualifying sales and revenue opportunities for the company in key corporate accounts by developing corporate business development plans, generating new business opportunities through promotion of upsell/cross sell tactics of company products and services, including the exploration of avenues for strategic engagement across corporate enterprise.

The Senior Account Success Representative develops and supports ongoing client relationships by providing clinical, educational, and operational support through direct interaction and provides overall client support ensuring existing client contractual obligations are met as outlined in the contract terms by corporate engagement.

• Independently manage pre-determined companion animal accounts in assigned territories from introduction. Nurture and develop overall business relationships with assigned market segment accounts. Drive growth in revenue through strategy development, stakeholder alignment, and tactical execution.

• Creates and executes an operationally efficient daily account call plan. Effectively and efficiently manages the assigned accounts with a regular call cycle that results in the delivery of appropriate/defined customer touches while also making off-cycle, discretionary calls, as situations require.

• Conducts proactive outbound calls to targeted groups of accounts in order to maximize purchasing opportunities, grow sales revenue, develop customer loyalty and foster support of the company programs and services through cross-selling and upselling.

• As necessary, visit clients, attend trade shows and other industry events to capitalize on networking and relationship-building opportunities. Key accounts should be visited a minimum of 2x/year for business planning.

• Conduct formal periodic review meetings with clients to review performance, surface any threats and opportunities, and discuss new ideas and solutions with pre-call and meeting research and planning to establish goals and to anticipate customer needs through consultative selling framework.

• Resolve customer issues including resolution of technical and/or customer service problems.

• Analyzes internal data sets to maximize efficiency and usage within accounts or groups of accounts. Brings relevant data and benchmarking to customers to provide value added service and updates. Conduct formal periodic review meetings with clients to review performance, surface any threats and opportunities, and discuss new ideas and solutions.

• Solicits competitively intelligent information from customers. Use consultative selling practices to uncover issues related to the customers’ needs and proactively identify solutions to customer issues by linking opportunities to contract scope expansion. Maintain knowledge of competitor's sales activities and general competitive intelligence.

• Develops departmental long-term strategic plans for all clients in assigned segments designed to ensure account retention and short-term tactical plans to ensure customer satisfaction and long-term growth strategy within each corporate enterprise. Ensure profitability overall enterprise profitability.

• Ensures strong leadership and customer relationships with key stakeholders throughout the enterprise, organization, and industry to keep up to date on customer challenges and ongoing changes.

• Develops, implements and tracks strategic KPIs for corporate groups using company platform analytics. Analyzes reports to identify customers to take advantage of the trend or minimize the impact of the trend (e.g., monthly, quarterly and/or annual reporting) as needed. Review and analyze reports for accuracy and outcomes needed to satisfy the client. Present reports in a manner accessible to customers and company representatives to show business trends.

• Accesses ordering systems to assist customers with available information and ordering.

• Conducts prospecting calls to recruit corporate and GPO enterprises interested in doing business with the company.

• Participates in department meetings.

• Enters and maintains integrity of data in company CRM software programs.

• Supports Account Success Manager and performs related duties as assigned.

EXPERIENCE AND EDUCATIONAL REQUIREMENTS:

• Broad training in fields such as sales, marketing, business administration, accountancy, computer sciences or similar vocations generally obtained through completion of a four-year bachelor’s degree program or equivalent combination of experience and education are required.

• Bachelor’s Degree or Licensed Veterinary Technical Degree is preferred (or a minimum of 5+ years of progressive experience in a veterinary account direct veterinary industry experience will be considered in lieu of a degree).

• Veterinary experience with project management or account management preferred.

• Normally requires five (5+) plus years directly related and progressively responsible sales experience. Experience in the animal health industry is highly desirable.

MINIMUM SKILLS, KNOWLEDGE AND ABILITY REQUIREMENTS:

• Requires a demonstrated history of an ability to build relationships with clients and to develop unique client focused solutions based on strong understanding of client business challenges and needs. The successful application of consultative selling skills in a diverse customer marketplace resulting in improved customer sales is a plus.

• Robust Contact Relationship Management skills required - ability to effectively communicate with client leaders of all levels (C-level down to entry-level support roles)

• Ability to influence purchasing behaviors through effective cross-selling, up-selling and utilizing value-based selling skills.

• Exceptional verbal and written communication skills for professional presentation development and delivery through concise and visual presentations in a professional manner.

• Excellent interpersonal skills: ability to make personal connections with customers.

• Extremely comfortable with high level computer use in multiple programs, simultaneously, demonstrating strong analytical skills, sufficient to analyze customer needs and data to identify problem recognition and promote resolution skills and efficiencies.

• Ability to work in a fast-paced environment and manage multiple tasks and accounts.

• Aptitude for working both as team member and individual contributor

• Strong time management and organizational skills; attention to detail.

• Strong writing, phone, and presentation skills

SPECIFIC TRAITS:

• Highly self-motivated, energetic, enthusiastic and presents strong work ethic

• Extroverted and comfortable with communications and long-term follow up with new contacts and existing customers

• Willing to take initiative and lead new projects

• Dedication to learning and cultivating new skill sets

• Problem solver and problem identifier

• Ability to maintain positive attitude even when dealing with rejection

• Eager and quick to learn new concepts

TRAVEL REQUIREMENTS:

25% - Occasionally travel and attend sales events, exhibits, and trade shows

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.

For details, visit https://www.virtualfairhub.com/cencora

Schedule

Full time$57,800 - 82,610

*This Salary Range reflects a National Average for this job. The actual range may vary based on your locale. Ranges in Colorado/California/Washington/New York/Hawaii State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.

Affiliated Companies:

Affiliated Companies: ALLYDVM INC.

Equal Employment Opportunity

Cencora is committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status or membership in any other class protected by federal, state or local law.

The company’s continued success depends on the full and effective utilization of qualified individuals. Therefore, harassment is prohibited and all matters related to recruiting, training, compensation, benefits, promotions and transfers comply with equal opportunity principles and are non-discriminatory.

Cencora is committed to providing reasonable accommodations to individuals with disabilities during the employment process which are consistent with legal requirements. If you wish to request an accommodation while seeking employment, please call 888.692.2272 or email hrsc@cencora.com. We will make accommodation determinations on a request-by-request basis. Messages and emails regarding anything other than accommodations requests will not be returned