What Account Management contributes to Cardinal Health
Account Management is responsible for cultivating and maintaining on-going customer relationships with an assigned set of customers. Provides new and existing customers with the best possible service and recommendations in relation to billing inquiries, service requests, improvements to internal and external processes, and other areas of opportunity. Provides product service information to customers and identifies upselling opportunities to maintain and increase income streams from customer relationships.
This position owns the full consultative sales and account experience for designated retail solutions, including account targeting, opportunity development, virtual selling, commercial follow-up, implementation coordination, issue escalation, retention, and expansion. The role partners closely with retail sales directors, product leaders, operations, training, and customer support teams to help customers adopt solutions that improve financial performance, operational efficiency, and long-term business health.
Responsibilities:
- Develop and manage solution opportunities across new and existing retail accounts using phone, video, email, CRM workflow, and other virtual engagement methods.
- Own the consultative sales process for assigned retail solutions from prospecting and qualification through close, implementation follow-up, retention, and growth.
- Use account data, targeting tools, market intelligence, and customer insight to identify solution opportunities and prioritize outreach.
- Conduct discovery conversations with pharmacy owners, operators, and other customer stakeholders to understand business goals, pain points, and readiness for adoption.
- Present solution value propositions, business cases, and recommended next steps tailored to customer needs.
- Communicate with field partners to maintain account alignment, preserve relationship continuity, and avoid duplication or confusion in customer engagement.
- Track pipeline activity, customer interactions, next steps, and commercial performance within established systems and reporting processes.
- Support implementation readiness by ensuring accurate handoff, customer commitment, scheduling coordination, and follow-up after sale.
- Monitor early adoption, surface customer issues, and partner with internal teams to escalate and resolve barriers that may affect satisfaction, retention, or expansion.
- Drive renewals, retention conversations, and cross-sell or upsell opportunities within the assigned portfolio.
- Provide market feedback to internal stakeholders regarding customer objections, competitive activity, process gaps, and emerging commercial opportunities.
- Operate within established pricing, contracting, compliance, and policy guidelines while exercising sound judgment in day-to-day customer management.