What Territory Management - Dist contributes to Cardinal Health
Territory Management is responsible for cold calling, prospecting and building relationships that will increase account penetration, revenue growth and customer satisfaction within a specified product line, business segment and/or geography. Focus areas will include driving new business as well as increasing penetration in existing accounts.
What is expected of you and others at this level
Applies comprehensive knowledge and a thorough understanding of concepts, principles, and technical capabilities to perform varied tasks and projects
May contribute to the development of policies and procedures
Works on complex projects of large scope
Develops technical solutions to a wide range of difficult problems. Solutions are innovative and consistent with organization objectives
Completes work independently receives general guidance on new projects
Work reviewed for purpose of meeting objectives
May act as a mentor to less experienced colleagues
Key Activities & Responsibilities
Own the relationship with the DOP/Buyer and be the “Face of the Cardinal” for corporate IDN Leaders
Maintain high level relationships within the territory, developing and retaining relationships in all aspects of the accounts, as well as with their corporate offices
Understand potential sales opportunities for IDSproducts and services for existing customers including the responsibility for qualified lead generation for all IDS Solutions & Services within territory
Manage current prime vendor accounts on product and logistics issues for Supply Chain customers
Accountable for issues with the broader internal Cardinal teams (Customer Service, Pharmaceutical inventory, Customer On Boarding, Contracts & Pricing and Operations, and other Cardinal support organizations) to manage product availability, new account setup, and price discrepancies escalations
Drive operational effectiveness and lead corporate initiatives within accounts
Ensure customer compliance to Prime Vendor Agreements, including but not limited to Management Matrix Performance (MMP), Small Vendor Order Fees (SVOF), Generic Compliance, etc.
Managing Quarterly Business Reviews (QBRs) with customers in territory - demonstrating to the customer the defined value of partnering with Cardinal Health
Report to the IDS Core Account Management Director
Responsible for RFP process and negotiation of IDS Supply Chain PVA renewals for customers in order to maintain and extend contracts to retain Supply Chain with the Core Account Management for larger PVA renewals
Train customer on ordering system (Order Express) and all self serve reporting functions
Coach/collaborate/support National Markets- Acute
Implementation of new business setup with Sales and support from Customer on-boarding team
Skills & Capabilities
Demonstrate advance knowledge of Cardinal Health Pharmaceutical Distribution service and Innovative Delivery Solutions & Services
Demonstrate ability to problem solve, negotiate and develop key relationships with existing customers
Ability to negotiate complex pharmaceutical renewal contracts
Strong process management and account management skills
Lead and manage both internal team members and external customers in a complex matrix environment
In depth knowledge and business acumen on Cardinal’s profitability and industry
Bachelors degree preferred
3-5 years experience, preferred
Ability to travel 50% of the time
Proven product knowledge in business area
Valid driver's license
Cardinal Health is an Equal Opportunity/Affirmative Action employer.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex,
sexual orientation, gender identity, national origin, disability, or protected veteran status.
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I think the key differentiator between Cardinal Health and other companies is the people.
Everyone on the team truly cares and is always willing to lend a helping hand. There is also a strong focus on development and support.
It is a great thing to see your peers continue to advance and grow within the organization.
Kim, Regional Sales Director