Position Summary

We are seeking a high-performing Senior Specialist, Account Management to serve in a hybrid sales and subject matter expert (SME) capacity, driving growth across Specialty GPO products and solutions. This role is ideal for a strategic, consultative professional who excels at deepening customer relationships, identifying growth opportunities, and influencing complex healthcare organizations.

In this role, you will partner with strategic national and regional health systems within the GPO segment to expand product penetration, strengthen contract pull-through, and align solutions to evolving customer needs. You will act as a trusted advisor to customers and internal stakeholders, helping deliver value, profitability, and contract compliance while advancing key business objectives.

Key Responsibilities

Strategic Account Growth & Consultative Selling

• Execute a strategic, consultative sales approach to grow adoption and penetration of Specialty GPO products and solutions across existing and prospective health system customers.
• Identify customer needs, business priorities, and market opportunities to develop tailored strategies that support revenue growth and long-term partnership success.
• Build and maintain a strong opportunity pipeline across highly integrated national and regional health system accounts.

Business Planning & Performance Management

• Develop and manage Specialty GPO business plans that clearly define client opportunities and outline the strategy to maximize sales, profitability, and contract compliance.
• Translate customer insights and business objectives into actionable account strategies that align with broader organizational goals.
• Continuously update written business plans and communicate progress, risks, and opportunities to internal stakeholders.

Customer Relationship Leadership

• Serve as the primary Specialty GPO contact for assigned customers, particularly individual site and clinic buyers, as well as purchasing decision-makers.
• Build trusted relationships with customer stakeholders by providing insight, responsiveness, and strategic guidance.
• Lead client-facing discussions around goals, performance, contract optimization, and growth opportunities.

Contract Pull-Through & Analytical Support

• Actively manage contract pull-through performance and build the analytical fact base needed to support productive client discussions.
• Conduct regular business reviews with customers, including quarterly goal-setting and pull-through discussions, to drive accountability and measurable outcomes.
• Interpret member contract details and proactively communicate the implications of contract changes to clients.

Cross-Functional Strategy & Market Responsiveness

• Partner with the DSA and broader account team to develop and execute strategies that address customer and market dynamics, including:Changes in customer ownershipNew affiliations and partnershipsMarket share shiftsEmerging growth opportunitiesEvolving customer requirementsCompetitive activity, strengths, and vulnerabilities
• Use market intelligence and customer insights to refine account strategies and strengthen competitive positioning.

Collaboration & Internal Leadership

• Coordinate with the DSA, Product Specialists, and other internal SMEs to bring the right expertise into customer engagements, including teams across:IPNIONOncology SupplyBesseCorporate and regional associates
• Serve as the internal quarterback across sales, legal, accounting, reporting, and analytics, ensuring alignment and effective execution in support of Health System Specialty GPO clients.
• Leverage enterprise resources to deliver seamless, high-value support to customers and drive business results.

Required Qualifications

• Bachelor’s degree in Business Administration, Sales, Marketing, or a related field — or equivalent relevant experience.
• 4+ years of experience in B2B account management, proposal development, renewals, deal negotiation, or a related field.
• Demonstrated success in managing complex customer relationships and driving business growth in a consultative selling environment.

Preferred Qualifications

• Certification in Customer Success, Account Management, Client Relationship Management, or a related discipline.
• Experience working with health systems, GPOs, specialty distribution, or healthcare purchasing environments.
• Strong analytical, communication, and cross-functional leadership skills.

What Makes This Role Exciting

• Opportunity to operate as both a strategic seller and trusted SME
• High visibility with major national and regional health system customers
• Cross-functional partnership with diverse teams and business leaders
• Meaningful impact on growth, customer success, and long-term strategic accounts

What Cencora offers

We provide compensation, benefits, and resources that enable a highly inclusive culture and support our team members’ ability to live with purpose every day. In addition to traditional offerings like medical, dental, and vision care, we also provide a comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness. This encompasses 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. To encourage your personal growth, we also offer a variety of training programs, professional development resources, and opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more. For details, visit https://www.virtualfairhub.com/cencora

*This Salary Range reflects a National Average for this job. The actual range may vary based on your locale. Ranges in Colorado/California/Washington/New York/Hawaii/Vermont/Minnesota/Massachusetts/Illinois State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.

Equal Employment Opportunity

Cencora is committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status or membership in any other class protected by federal, state or local law.

The company’s continued success depends on the full and effective utilization of qualified individuals. Therefore, harassment is prohibited and all matters related to recruiting, training, compensation, benefits, promotions and transfers comply with equal opportunity principles and are non-discriminatory.

Cencora is committed to providing reasonable accommodations to individuals with disabilities during the employment process which are consistent with legal requirements. If you wish to request an accommodation while seeking employment, please call 888.692.2272 or email [email protected]. We will make accommodation determinations on a request-by-request basis. Messages and emails regarding anything other than accommodations requests will not be returned

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