Strategic Account Management is responsible for managing the success of the relationship with an assigned set of customers in order to achieve the goals and objectives identified by the customer and Cardinal Health. Responsible for long-term relationship building between the customer, Cardinal Health, and other professional organizations (Group Purchasing Organizations, etc). The complexity of the solution, product, or services offered is variable and can range from simple to moderately complex selling.

Job Summary

The Strategic Account Manager (SAM) will have leadership responsibility for developing and implementing regionally and locally based program enhancement strategies that support objectives across the OptiFreight business. The SAM will report directly to the Regional Sales Director who owns the majority of the quota associated with assigned key strategic accounts and work collaboratively with the related Account Manager’s, regional sales teams, and supporting OptiFreight teams to develop and execute revenue growth plans within his or her assigned account(s). The SAM will also represent OptiFreight within the Enterprise Account teams as overall strategy is developed and deployed. Cross-functional team building, development of contracting strategy, leading negotiations, conducting comprehensive business reviews at the Corporate level, and monitoring completion of Business Reviews at the local level as needed as well as positioning of Cardinal Health’s value offering, driving revenue, managing contract compliance integrity, and protecting margin will be key responsibilities.

Responsibilities

• Manage key account relationships at the senior executive level (C- suite or senior decision maker), across Regional Purchasing Coalition or Integrated Delivery Network as well as owning the relationship with primary champion, developing a trusted advisor relationship with key stakeholders and executive sponsors.
• Collaborates with OptiFreight and Cardinal Health business units to identify new opportunities within existing accounts to increase revenue streams. Responsible for overall account profitability, leading deal modeling and approval processes, developing and executing account profitability strategies across Segment.
• Determine, build, and execute overall direction for strategic accounts, understand competitive landscape, market insights, and effectively communicate across key internal and external stakeholders. Learn customer insights to effectively build account plans to grow the OptiFreight footprint. Ensure and lead business reviews on a regular cadence.
• Support ongoing improvement of group strategies, including segmentation and targeting criteria, program and offering development, and organizational effectiveness.
• Coordination of the communication to internal Cardinal Health leadership stakeholders on a consistent basis

Qualifications

• Bachelors Degree in related field, or equivalent work experience preferred
• Minimum of 6 years sales and/or customer-facing experience in healthcare/medical product and services industry preferred
• Prefer 1 year of experience in Account Management or Freight Management role
• Ability to travel up to 50%
• Demonstrated financial acumen, including complex negotiation skills, strategic and analytical skills
• Strong background in complex selling situations, and ability to cultivate and maintain executive relationships to achieve business objectives
• Proven success selling diversified solutions and services
• Demonstrated ability to manage customer expectations
• Demonstrated ability to lead people and achieve results through others, operate effectively in a matrixed environment
• Strong track record of operating within complex organizations
• Ability to analyze complex business issues and lead the development of customized action plans to drive value for the customer and Cardinal Health
• Excellent organizational skills
• Strong knowledge of hospital and healthcare economics
• Outstanding communication and presentation skills
• Must have a valid driver’s license and active vehicle insurance policy

A Covid-19 vaccination or a legitimate accommodation is required in order to be employed in this position. Covid-19 vaccination includes:

• 2 doses of the Moderna or Pfizer vaccine / 1 dose of the Johnson & Johnson vaccine
• 1 booster dose of the vaccine (Johnson & Johnson, Moderna, or Pfizer
• Please Note: vaccines may be required for the position subject to federal, state and/or customer requirements

What is expected of you and others at this level

• Applies advanced knowledge and understanding of concepts, principles, and technical capabilities to manage a wide variety of projects
• Participates in the development of policies and procedures to achieve specific goals
• Recommends new practices, processes, metrics, or models
• Works on or may lead complex projects of large scope
• Projects may have significant and long-term impact
• Provides solutions which may set precedent
• Independently determines method for completion of new projects
• Receives guidance on overall project objectives
• Acts as a mentor to less experienced colleagues

Anticipated salary range: $84,700 - $121,100 (+Incentive Plan Eligibility)

Bonus eligible: No

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