Director, Commercial Strategy & GPO Governance

Cencora; Ohio; On-site; USD 119,000 - 187,000; Full time

Job summary

Cencora is seeking a Director of Commercial Strategy & GPO Management who will lead governance of CRLTC portfolios, guide deal reviews, and align pricing, contracting, and partnerships with enterprise objectives.

In this senior role, you will collaborate with Sales, Pricing, Finance, and Strategic sourcing to deliver decision-ready recommendations, manage renewals, and optimize share-of-wallet while driving profitable growth.

Qualifications

• Bachelor’s degree in Business, Finance, Economics, Marketing, Healthcare Administration, or related field.
• Typically 10+ years of relevant experience in commercial strategy, deal governance, pricing/contracting, commercial finance, portfolio management, GPO management, or related roles within healthcare, pharmaceutical distribution, or a comparable B2B environment.
• Experience supporting or leading commercial governance forums, strategic deal reviews, contract/renewal processes, and cross‑functional decision‑making.
• Experience working with or supporting GPOs, Buying Groups, strategic customer partnerships, or other complex channel/customer structures is strongly preferred.
• Strong understanding of commercial strategy principles, pricing frameworks, contract governance, and economic value drivers.
• Strong analytical and financial acumen, with ability to evaluate deal economics, profitability, share‑of‑wallet, leakage, and contract performance, and communicate implications to senior leaders.
• Demonstrated ability to influence and align stakeholders across a matrixed organization without direct authority.
• Strong executive communication, meeting leadership, and material‑development skills, including the ability to turn complex issues into concise, decision‑ready recommendations.

Responsibilities

• Govern commercial strategy governance and portfolio coordination.
• Lead CRLTC commercial strategy and deal committee forums, ensuring priority opportunities are brought forward with clear context, stakeholder input, decision needs, and recommended path forward.
• Maintain disciplined intake, prioritization, and review processes for renewals, acquisitions, strategic customer opportunities, Buying Group strategy decisions, and GPO-related decisions.
• Develop decision-ready materials that clarify customer context, strategic objectives, pricing considerations, economics, risks, trade-offs, approval needs, and recommended actions.
• Use data-driven analysis and financial insight to assess customer economics, Buying Group performance, profitability drivers, pricing scenarios, contract terms, share‑of‑wallet opportunities, leakage, and enterprise trade‑offs.
• Partner with Sales, Pricing, Finance, Buying Group leadership, and other stakeholders to shape customer‑specific and group‑level strategies within enterprise pricing guardrails and value objectives.
• Coordinate movement from strategy through governance, approval, contracting, implementation, and post‑signature tracking to ensure decisions are executed and expected value is realized.
• GPO governance and relationship management
• Support governance of CRLTC relationships by coordinating internal alignment on strategy, commitments, growth expectations, share‑of‑wallet objectives, and execution requirements.
• Serve as a central point of coordination across internal teams to ensure GPO and Buying Group‑related priorities, issues, data needs, and opportunities are surfaced, evaluated, and managed consistently.
• Monitor commitments, milestones, market‑share objectives, leakage‑recapture priorities, and governance requirements; elevate risks or execution gaps that may affect partnership performance.
• Support preparation for GPO business reviews, governance meetings, renewals, forecasting discussions, amendment planning, and strategic interactions.
• Help ensure GPO partnerships are managed against enterprise objectives, customer commitments, profitability expectations, growth requirements, and long‑term value.
• Strategic Enterprise Engagement
• Act as a strategic connector across Sales, Pricing, Commercial Finance, SmartSource, Strategic Global Sourcing, Supply Chain/USSC, Commercial Excellence, Legal/Contracting, segment leaders, and other enterprise stakeholders to build alignment on high‑priority commercial matters.
• Coordinate cross‑functional input, competitive intelligence, market insight, customer feedback, and win/loss learnings to shape customer strategies, evaluate options, assess feasibility, and support timely decisions.
• Develop fact‑based views of customer profitability, Buying Group performance, purchasing behavior, share‑of‑wallet, leakage, market dynamics, and competitive position to inform enterprise priorities and leadership discussions.
• Synthesize internal and external inputs into practical recommendations that strengthen CRLTC go‑to‑market strategy, partnership management, portfolio planning, and deal decision‑making.
• Prepare executive‑ready summaries, recommendations, and discussion materials that elevate emerging risks, opportunities, and market dynamics for leadership consideration.

Skills

Commercial strategy

Governance

Analytical thinking

Executive communication

Cross-functional collaboration

Stakeholder alignment

Education

Bachelor’s degree in business, finance, economics, marketing, healthcare administration, or related field

Advanced degree preferred

Job description

Cencora is seeking a Director of Commercial Strategy & GPO Management who will lead governance of CRLTC portfolios, guide deal reviews, and align pricing, contracting, and partnerships with enterprise objectives.

In this senior role, you will collaborate with Sales, Pricing, Finance, and Strategic sourcing to deliver decision-ready recommendations, manage renewals, and optimize share-of-wallet while driving profitable growth.