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**Executive Sales Leader

2 months ago

Rochester, New York, United States Cardinal Health Full time
About the Role

We are seeking a highly skilled and experienced Director, Sales & Business Development - Managed Care to join our team at Cardinal Health. This is an individual contributor, executive sales position that requires a strategic and resilient problem solver with a hunter mentality, offering deep and demonstrated expertise in managed care sales and relationship management.

Key Responsibilities
  • Drive sales growth, develop account strategies, manage executive partnerships, convert sales targets, and strengthen existing relationships to achieve financial and performance goals.
  • Ability to close a sale, having the communication skills, credibility, and authority to handle each account from lead generation through contract execution.
  • Provide leadership and strategic direction to ensure profitable growth.
  • Define vision, strategies, and tactics required for profitable and sustained growth across Cardinal Health's managed care business.
  • Orchestrate initiatives focused on expansion of Value-Based Care (VBC) partnerships, inclusive of program model design.
  • Lead account negotiations and re-negotiations of contractual programs, executing additional implementation and post-implementation requirements, identifying opportunities to streamline or improve processes.
  • Maintain an aggressive funnel of ongoing sales opportunities across new and existing accounts leveraging a high level of financial and business acumen.
  • Conduct ongoing internal meetings with cross-functional stakeholders to provide visibility into pipeline, account management priorities, and contract commercialization efforts.
  • Successfully negotiate contracts that balance customer priorities with Cardinal Health's business interests and commercialization capabilities.
  • Partner with Account Representative team to ensure alignment on account management strategies and long-range priorities.
  • Provide ongoing market feedback, identify opportunities for business investment/focus, and share insights into competitive activity.
  • Deploy a consultative approach with key accounts and targets in attempt to influence medical policies and administrative requirements.
  • Develop strategic action plans by analyzing and leveraging data tools and enablement resources to help the organization achieve its financial and performance goals.
Requirements
  • Minimum of 5 years of sales and/or account management experience within Managed Care, Payer Partnerships/Relations, or Healthcare Network Operations.
  • Proven expertise and demonstrated success in driving revenue growth, exceeding sales targets, and relationship management.
  • A team player that will work ardently towards exceeding their own quota and deliver outstanding results.
  • Track record of effective contract negotiation, business development, and organizational leadership.
  • Expertise in developing and implementing strategic initiatives and streamlining processes to deliver results.
  • Experience in orchestrating initiatives to secure unique VBC partnerships.
  • Demonstrated adaptability and continuous learning desire.
  • Robust understanding of customer base and business environment including experience working with multiple national and regional payers.
  • Strong ability to develop and maintain relationships with C-suite.
  • Extensive experience in consultative sales, with the ability to develop and deliver compelling value proposition.
  • Strong prospecting and pipeline management skills.
  • Ability to be a motivated self-starter, capable of independent action and business savvy.
  • Detail-oriented and competitive.
  • Ability to multi-task with strong time management skills.
  • Excellent oral and written communication/interpersonal skills.
  • The ability to travel upwards of 50%.