Job Number: 20019138

Location: Houston Metro Area, TX

Date Posted: 8-1-2017

Job Title: Director, Account Management

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Position Overview:

Sales and Customer Account Management is responsible for driving growth in sales within existing accounts as well as new accounts by building long term relationships with clients. The Account Manager will be responsible for the operational performance of every account as well as managing and retaining the complete range of products and services within a specified territory through the development and execution of account plans.

Duties, Activities and Responsibilities:

  • Communicate capabilities and value proposition of all products and services
  • Maintain and deepen business relationships to build long term relationships with a goal of becoming a trusted advisor
  • Understand and communicate the customer perspective
  • Analyze or review analysis of customer data to identify opportunities to improve profitability and value to the customer
  • At a renewal opportunity or other significant customer event, take action to renew or revise offerings that maintain or add profitability and customer value
  • Identify, collect and act on sales opportunities including those identified at the delivery level
  • Analyze customer business requirements; prepare and present fast-track proposals
  • Work with customer to identify requirements for complex/hi-risk delivery
  • Monitor account performance measures; execute changes as necessary and perform scheduled reviews
  • Develop and manage execution of account plan, including quarterly strategy session with onsite account team. Plan should address actions required in response to projected changes in financial performance
  • Update account plan to address actions that will increase Pharmacy Solution's profitability and long term value to the customer
  • Ensure resolution of invoice issues (This is tracking and management role, not a direct analytics role)
  • Manage business termination including post-mortems and updates to account plan
  • Continue development/maintenance of the client relationship
  • Utilize clinical and business resources to develop and direct corrective actions as necessary
  • Work with Product Manager and field support to acquire and transition staff, systems, or services resources required to deliver on contractual agreements for new business and changes to existing services
  • Prepare individual and summary budget and forecasts; present to Group VP - Sales & Customer Account Management for approval
  • Review assigned account P&Ls and summary P&L for period-over-period and actual-over budget results; report on drivers for out-of-tolerance conditions and actions taken
  • Interview, hire, and supervise Delivery Managers
  • Set performance targets and provide feedback to Delivery Managers

Position Requirements:

  • BA or BS degree
  • 5-7 years progressive experience in related field
  • Prior experience with pharmacy operations a plus

Knowledge/Skills Requirements:

The Account Manager will be a customer-focused, dynamic and forward-thinking professional. Must demonstrate strong entrepreneurial and operational skills and instincts. He/she will have demonstrated the ability to serve as a leader and strategist capable of growing a business in a highly competitive category. A strong profit and loss orientation as well as exceptional analytic and conceptual capabilities is critical to the position. He/she will be a creative thinker and problem-solver. Must possess a strong sense of teamwork and collaboration including interacting with professional at all levels.

Physical/Mental Requirements:

Must be able to travel extensively and be flexible enough to change schedule as needed. Must be assertive, able to handle stress, and perform in a fast-paced environment.

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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Meet Kim

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