Account Executive, GPO Manufacturer Sales and Service (remote)

At Cardinal Health, we're developing the innovative products and delivering services that make healthcare safer and more productive. Join a growing, global company genuinely committed to making a difference for our customers and communities.

As part of a highly visible team, the Account Executive is responsible for manufacturer representation and engagement, driving revenue and profitability and overall portfolio growth.  In addition, this Account Executive will challenge conventional thinking and rely on their previous experience disrupting the status-quo in dynamic, challenging environments.  Preference will be given to candidates with diverse specialty therapeutic knowledge and product contracting experience.

The Account Executive will lead contracting activities on behalf of our community clinic partners and possess a deep understanding of current treatment trends and modalities.  Prior experience executing strategies which led or contributed to the evolution of volume-based care to value-based care is highly desired.   

Specialty Solutions is Cardinal’s fastest growing business and is part of the Pharmaceutical segment.  The Account Executive will report to a Senior Director.  Due to the nature of the role and associated travel, this is a remote, home-based position.

Position Accountabilities

  • Demonstrates knowledge of the specialty landscape and experience leading contracting and direct negotiations for pharmaceuticals, medical devices, diagnostics, and / or medical supplies
  • Utilizes comprehensive business and market data for multiple and or complex categories to identify opportunities that may require process changes
  • Manages pipeline and business development opportunities aligned to assigned therapeutic area(s)
  • Develops contracting and sales strategy specific for multiple and or complex categories
  • Initiates, plans and follows for execution of complex projects
  • Identifies, evaluates and selects preferred manufacturers and strategies
  • Executes contract terms and conditions and service sales negotiation plan to manage risk and optimize benefit
  • Leads all contracts and services negotiation process with assigned manufacturers
  • Develops and manages strategic relationship with assigned manufacturers
  • Applies advanced knowledge and understanding of the specialty marketplace, principles, and technical capabilities to manage a wide variety of projects
  • Participates in the development of offerings to and with manufacturers to achieve specific goals
  • Recommends and sells services, programs, processes, metrics or models internally and externally
  • Works on and leads complex projects of large scope
  • Assigned projects may have significant and long-term impact
  • Develops guidance on overall project objectives for all internal and external stakeholders
  • Acts as a mentor to less experienced colleagues

Position Qualifications

  • Bachelor's degree in Healthcare and/or Business Administration or a related degree preferred
  • Prior Experience with GPO contracting, services and sales
  • Minimum of 5 years of experience in a related field
  • Superior interpersonal, verbal and written communication skills; able to communicate effectively and interact with personnel at all levels of technical ability and expertise

Leadership Essentials


Analytical Thinking

  • Understands complex functional situations by paying attention to the details of the tasks at hand and by breaking them down into smaller pieces.
  • Identifies data requirements, often beyond the standard, to analyze a complex problem, situation or issue
  • Applies hypotheses and an understanding of cause and effect when analyzing a complex process, situation or issue or discerning data patterns
  • Identifies advanced implications/conclusions from the logical analysis of a complex situation or issue

Building Collaborative Relationships

  • Collaborates with others and builds strategic alliances; negotiates to build broad-based support and/or persuades others in order to influence important outcomes.
  • Gathers support from colleagues and/or other key partners to influence stakeholders as necessary
  • Strives to understand others' opinions and build agreement among team members; utilizes others' ideas and suggestions to shape offerings
  • Continually expands and builds internal and external network to include additional key partners and groups

Business Process Management

  • Demonstrates and executes knowledge and understanding of relevant business process (es) (organization and/or function-specific processes) at various levels for successful completion of projects, processes, etc.
  • Leverages functional expertise to anticipate and plan for each step of routine or complex projects/processes
  • Leverages appropriate organization or function-specific processes/skill set(s) to efficiently complete actions/objectives and provides guidance on processes/skill sets to more junior staff
  • Accomplishes complex tasks within the stated performance and quality parameters

Results Measurement and Commitment

  • Communicates the effectiveness and results of programs and/or deliverables; compares measurement results to standards and immediate action to close gaps identified.
  • Participate in cross business team(s) to develop, gather input and to identify shortcomings in protocols, programs or deliverables
  • Participate in comprehensive studies of measurements against budgets and objectives; suggests improvements based on knowledge of best practices
  • Assists in initiating process changes and follow-up data to determine if implemented projects s meet expected outcomes

Strategic Value Analysis

  • Evaluates alternative solutions/decisions in light of the potential impact on the internal/external customer and Cardinal Health; understands the resource implications of solutions and makes recommendations in adherence to governance and prioritization.
  • Participation with internal/external customers for the evaluation of the impact of a proposed approach
  • Partners with internal/external customers to prioritize the value of projects within area of responsibility
  • Collaborates with relevant functional parties to determine the allocation of functional resources within the business

Anticipated salary range: $180,000-$200,000

Bonus eligible: Yes

Benefits: Health insurance, 401k Contributions, Paid Time Off, Vacation, STD/LTD

Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law.