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What Retail Operations contributes to Cardinal Health
Responsible for providing technical and professional expertise related to retail independent store merchandising developing retail pharmacy front-end strategies for the independent class-of-trade, which includes front end layout, product selection, positioning, pricing, promotion, messaging, analytics, and training content development.
What is expected of you and others at this level in Direct Sales for functional success
Must demonstrate ability to influence independent pharmacy owners to align with the Consumer Health retail front end vision and mission
Ability to juggle different perspectives across various consumer health categories
Educates/trains direct and indirect pharmacy owners & staff on complete Independent Pharmacy retail front end offering
Helps drive passion of Independent Pharmacy retail front end opportunities across complete organization
Cultivates Consumer Health vision which resonates with the Independent Pharmacy owner/staff
Acts as Subject Matter Expert of Independent Pharmacy retail front end business needs and perspective
Establishes working relationships with key stakeholders of Consumer Health
Represents Consumer Health when interacting with customers
Customer Knowledge: Applies knowledge of the customer's business to develop optimal solutions.
Demonstrates basic understanding of the business and challenges of a system/functional area within assigned customers; has broad understanding of the benefits of a solution
Builds a network at the appropriate levels within customer organizations; strives to constantly gain customer knowledge and identify how Cardinal Health can meet their needs
Demonstrating Value: Proactively and with a regular cadence demonstrates to the customer the defined value of partnering with Cardinal Health both pre- and post-sales.
Assists in defining pre-sale potential value and comparing post-sale implemented solution to expectations and effectively communicates results to others within Cardinal Health
Collects necessary information and assists with ROI and other analysis of pre-sale potential solutions and post-sale implemented solutions to assess value to the customer and Cardinal Health
Communicates understanding of customer needs and reinforces the messages of demonstrated value with internal Cardinal Health resources and customer end-users as appropriate
Negotiation and Influence: Effectively negotiates and collaborates with the customer and colleagues to influence support for mutually beneficial outcomes and achieve consensus.
Supports and/or assists in executing on simplistic/transactional deals; may secure deals by helping outline defined benefits; collaborates with direct/indirect decision makers/influencers
Knows internal resources (who to go to for what) and builds internal networks throughout Cardinal Health to assist with customer needs as appropriate
Gains familiarity around the contracting administration process and may perform pricing negotiations
Relationship Management: Builds and sustains relationships founded on trust with internal and external customers and ensures customer satisfaction and loyalty.
Begins to build external relationships/networks with customers
Shares external customer experiences with internal customers to provide perspective as Cardinal Health business plans and financial budgets are developed
Responds quickly and directly to requests from internal contacts and external customer end users; escalates any issues that may result in unmet expectations
Solution Selling: Identifies and qualifies new sales opportunities and develops plans for introducing new solutions through collaborative relationships.
Listens to and asks questions of internal and external customers, working to fine tune solutions selling communication skills
Demonstrates understanding of all Cardinal Health capabilities; researches or seeks opportunities to learn about areas/capabilities that are less familiar and build internal network
Demonstrates working knowledge and skills in the Solutions Sales Process by supporting efforts to craft value-added customer solutions; maintains information to track and report the value of various offerings across customers
Accountabilities in this role
Execute CORE Program for Retail Independents, creating consistent retail operation standards
Works with customers, POS program data and marketing to help redesign current offerings and develop additional, best-in-class front-end sales offerings.
Establishes a planned visitation schedule to customers who participate in offers that require regular updates to one or more sections of merchandise.
Works collaboratively with and utilizes the entire selling team to accomplish objectives, and assists in assuring entire sales team meets their objectives.
Responsible for communicating back to sales team any problems or information that could affect customer relationship or sales.
As a key member of the selling team, utilizes the Pharmaceutical Supply Chain disciplined selling process/tools, actively participates in customer calls and leads discussions.
Facilitate front end quarterly business reviews
Sell and support Cardinal Health retail front end offerings to retail independent pharmacies
Implement and manage Cardinal Health Retail front end offering for independent pharmacies
Build front end relationships with current customers, front end managers and/or prospects
Work closely with Consumer Health category managers, marketing and inventory teams
Educate, train and maintain customers on retail front end business
Establish compliance processes for when front end resets are complete
Support cross-functional efforts to establish first class retail offering
Help create Customer and ISF educational material detailing Cardinal Health retail front end offering
Act as Subject Matter Expert for Cardinal Health retail front end offering and general retail market intelligence
Act as a point of contact between Independent Sales Force and Consumer Health
Bachelor’s degree required
0-2 years retail experience
0-2 years sales experience
Ability to travel over 75% of the time (day travel)
Some overnight travel is required
Valid driver’s license
Excellent oral and written communication skills
Ability to present in front small audiences (5+)
Significant capabilities with Word and PowerPoint
Proficient capabilities with Excel
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