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Cencora Logo Cencora · Sales

Account Executive - Health Systems - East

United States, Remote 74000.00 - 105820.00 USD / Year · Job Posted February 20, 2026
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Job Description

Cencora is seeking a dynamic Account Executive to manage and grow an assigned territory of primary and secondary customers within the health systems segment. This role combines in-person and virtual selling techniques to deliver a flexible, efficient, and customer-focused sales strategy. The Sales Executive will drive customer retention, contract compliance, operational excellence, product level optimization, and business development while ensuring exceptional customer service and solution implementation. This position requires a proactive, results-oriented professional with a passion for innovation and collaboration.

Job Responsibility

  • Meet or exceed sales targets for revenue, profit, and margin growth within the assigned territory
  • Develop and execute strategies to expand business with existing customers and prospect new opportunities within the health system retail segment
  • Promote and sell Cencora’s suite of distribution solutions, including but not limited to, PRxO Generics, drug shortage solutions, medication tray management, consignment, and digital solutions within ABOrder
  • Negotiate and implement customer agreements to ensure customer retention and profitability
  • Lead onboarding and implementation of customer solutions, ensuring full adoption and value realization
  • Collaborate with cross-functional teams, including Customer Service, CIDM, Onboarding Team and, to deliver seamless service and resolve issues promptly
  • Drive operational efficiency for customers by identifying opportunities to leverage Cencora's technology and platforms, such as ABOrder and other digital tools, to streamline processes and enhance customer experience
  • Handle day-to-day customer requests related to contract pricing, deliveries, system access, and other operational needs, managing cases to resolution with a focus on customer satisfaction
  • Ensure contract compliance by reinforcing the value of PVAs and addressing any non-compliance proactively
  • Leverage both in-person and virtual selling techniques to optimize customer interactions and territory management
  • Utilize digital tools, platforms, and social media to enhance customer engagement and sales processes
  • Stay updated on technological advancements to continuously improve sales strategies and customer experience
  • Meets business targets related to the pull through of product segments for customers and call campaign metrics. Cencora’s product segments include, but are not limited to, specialty, oncology, Sure Supply items, plasma derivatives and PRxO Generics, etc.
  • Partner with internal teams, including, GPO Team and Finance, to align strategies and achieve sales goals
  • Actively gather and share customer feedback and competitive intelligence to improve processes and enhance team performance
  • Develop an annual strategic plan in collaboration with the Senior Director to achieve business goals
  • Use sales reporting tools to analyze opportunities and create an efficient daily call plan for territory management
  • Maintain accurate account activity and interactions in sales management tools like ABForce
  • Continuously advance knowledge of the health system customer market, industry trends, and Cencora’s solutions
  • Participate in training and professional development opportunities to enhance skills and expertise
  • Demonstrate curiosity and a commitment to self-directed learning to remain a highly valued customer resource

Requirements

  • Bachelor’s degree in Business, Marketing, or a related field
  • or equivalent combination of education and experience
  • 5+ years of progressive sales experience, preferably in the pharmaceutical, health system or alternate care industries
  • Proven success in consultative selling, business development, and customer retention
  • Strong understanding of financial concepts, including profit and loss statements and value-based selling
  • Excellent communication, presentation, and organizational skills
  • Ability to adapt to change, manage multiple tasks, and maintain attention to detail
  • Proficiency in leveraging digital tools and platforms for sales activities
  • Willingness to travel extensively, including overnight and weekend travel
  • A willingness and ability to: understand and analyze market trends and business insights
  • Teach customers and challenge the way they think about their business
  • Working knowledge of retail and alternate care industries, trends, and challenges facing customers

What we offer

  • medical
  • dental
  • vision care
  • comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness
  • 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
  • a variety of training programs
  • professional development resources
  • opportunities to participate in mentorship programs
  • employee resource groups
  • volunteer activities
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