Account Manager

Description

Summary:

The Account Manager is accountable for working on prospecting for independent pharmacies and working to onboard new stores. Account Managers focus on a designated territory selling of generic/brand medications, high margin pharmaceuticals and providing information to stores on profitable OTC opportunities and ancillary products. The position acts as a consultant and cultivates current customer relationships throughout the customer life cycle to foster greater alliance to IPC buying group programs and potential opportunities for GPO member conversion.

Essential Functions:

• Understand and monitor performance objectives within territory, new business acquisition and for ancillary selling opportunities with the ultimate objective of growing sales/margin for the organization.
• Utilize CRM/Salesforce/Tableau to generate queries and reports that aide in developing a sales plan.
• Develop and provide a professional, friendly communication style with prospects, members, customers and company staff.
• Research prospective members and design sales approach. Reach out to prospects to identify their business needs and relay benefits of program offerings from IPC to acquire new business. Recognize the potential for GPO membership with probing questions and coordinate opportunity with Region Director.
• Establish new business accounts and explain specials and benefits of joining and buying from IPC. Acquire new applications, obtain first orders and grow overall territory /new business customer base performance.
• Make sales calls to existing accounts. Review account notes in CRM and formulate plan for call to optimize participation with IPC. Recognize potential conversions with probing questions and coordinate opportunity with Region Director.
• Maintain records on opportunities for closed applications, first orders, GPO conversions and records for general account maintenance.
• Set and review goals weekly. Manage workload to meet performance measures in the time allotted.
• Maintain a consistent and balanced outbound call number objective daily. Target a minimum 60 plus calls daily, factoring task workload.
• Keep the IPC Sales management system (Salesforce CRM) up to date and accurate per the accepted standards established by IPC.
• Keep management apprised of competitive landscape and changing dynamics within the industry.

Requirements

Qualifications:

Minimum Education:

• Bachelor's degree in business, marketing, or related or equivalent combination of training and experience.

Preferred Requirements:

• Requires 1 or more years' experience in sales; preferably in a pharmaceutical or healthcare setting.