Field Sales Director

World Courier Inc; California (MO); Hybrid; USD 119,000 - 187,000; Full time

Job summary

Cencora is seeking a Field Sales Director in the United States to lead World Courier's Regional Account Management program, optimizing regional revenue contribution and client satisfaction for major RAM accounts.

You will build and guide a high-performing RAM team, drive cross-functional collaboration, and negotiate agreements while traveling to key client meetings and events to ensure growth and service excellence.

Qualifications

• Bachelor's degree required; five+ years related experience in sales/accounts management.
• Proven consultative selling and leadership skills in pharma/logistics context preferred.
• Ability to forecast, set goals, and manage budgets.
• Knowledge of pharmaceutical distribution and strategic account management.

Responsibilities

• Lead RAM account candidates selection and onboarding/offboarding processes.
• Develop and coach a high-performing RAM team.
• Oversee business development across World Courier resources.
• Collaborate with Marketing and Sales Operations on plans and proposals.
• Negotiate MSAs and participate in client meetings to support accounts.

Skills

Consultative selling

Team leadership

Forecasting

Strategic planning

Communication

Interpersonal skills

Education

Bachelor's degree

Tools

MicroStrategy

ABC portal

ePresentation

eBrochures

Job description

Our team members are at the heart of everything we do. At Cencora, we are united in our responsibility to create healthier futures, and every person here is essential to us being able to deliver on that purpose. If you want to make a difference at the center of health, come join our innovative company and help us improve the lives of people and animals everywhere.

Job Details

This role is in support of Cencora's global logistics and storage services marketed through our World Courier business. Reporting to the Sr. Director, the Field Sales Director is responsible for leading World Courier's Regional Account Management (RAM). The Field Sales Director holds responsibility for optimizing the client experience of North America’s portion of World Courier’s largest and emerging strategic/key customers with an emphasis on regional revenue contribution and growth, profitability, and complete service satisfaction.

Primary Duties and Responsibilities

Responsible for the selection of RAM account candidates and for the internal collaborative process associated with selecting, on-boarding and/or off-boarding those accounts into/from the program.

Responsible for the development of a high-performing global RAM account management team with direct responsibility over the RAMs.

Oversee and support the business development process across all World Courier resources in pursuit of:

• Meeting key clients’ unmet needs.
• Expanding the utilization of our services.
• Launching new services.
• Innovating new service offerings specific to the needs of individual RAM accounts and the industry.

Oversee the account planning process and approve the strategic account plan of each global RAM account.

Establish and manage the review cycle to ensure individual plans are updated and complete, and in alignment with corporate and program strategy.

Partner with Global Sales Management to implement business plans.

Work across functions to identify and implement a “very large customer value proposition” in NorthAm.

Analyze and develop strategies concerning dynamics that may affect area of responsibility, including:

• Changes in customer ownership.
• New affiliations.
• Market share.
• Target opportunities for new growth.
• Customers’ changing requirements.
• Competitor strengths and weaknesses.

Monitor and analyze reports and data for measuring profitable growth of sales; develop and implement/shift strategies and remove barriers to ensure continued success of that profitability.

Ensure RAM (and GAM/GAD) input to annual revenue projections for individual RAM accounts.

Partner with Marketing to develop and implement strategic plans (internal & external) that are aligned to the overall program’s goals, including customized programs in support of individual RAM accounts’ growth and development objectives.

Partner with Sales Operations to ensure timely RFP / RFQ / RFI responses to RAM accounts and that the proposal development process is consistent with our client experience objectives.

Engage in MSA and related contract negotiations where support is needed.

Participate in client meetings in a manner and frequency that is consistent with the role and in support of the individual accounts’ and program’s strategy.

Communicate program updates and direction monthly to Senior Management through MBR report, and as required to other internal stakeholders.

Partner with key personnel across AmerisourceBergen sister companies to ensure alignment and open communication in plans and activities with shared accounts - in support of the program’s development/growth objectives and where appropriate.

Successful candidates should expect on occasion, as needed to meet program objectives, to work outside standard business hours including travel to events such as customer meetings, conferences and international meetings.

Perform other duties as assigned.

Education and Experience

Requires broad training in fields such as business administration, accountancy, sales, marketing, computer sciences or similar vocations generally obtained through completion of a four year bachelor's degree program or equivalent combination of experience and education. Normally requires more than five (5) years directly related and progressively responsible experience.

Minimum Skills and Abilities

Exemplary consultative selling skills. Ability to develop a team of sales professionals; ability to direct activities of others, including coaching, training, guiding, developing, and managing. Ability to forecast and set both business and professional goals; ability to train team of sales professionals in the forecasting process. Thorough knowledge of pharmaceutical distribution with emphasis in specific segment sales. Ability and desire to build a consultative sales team that focuses on building business partnerships with their selected customer base. Understanding of value and profit. Creativity skills; focused and disciplined. Project and budget expertise; excellent time management and organizational skills. Up-to-date knowledge of presentation software and equipment such as Microstrategy, ABC portal, ePresentation and eBrochures; working knowledge of computers necessary to operate effectively with company systems and programs. Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace. Strong leadership skills. Ability to communicate effectively, both orally and in writing. Interpersonal skills sufficient to develop and maintain cooperative working and business relationships with others.

What Cencora offers

We provide compensation, benefits, and resources that enable a highly inclusive culture and support our team members’ ability to live with purpose every day. In addition to traditional offerings like medical, dental, and vision care, we also provide a comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness. This encompasses support for working families, which may include backup dependent care, adoption assistance, infertility coverage, family building support, behavioral health solutions, paid parental leave, and paid caregiver leave. To encourage your personal growth, we also offer a variety of training programs, professional development resources, and opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more. For details, visit https://www.virtualfairhub.com/cencora

Full time Salary Range*

$119,100 - 186,560 *This Salary Range reflects a National Average for this job. The actual range may vary based on your locale. Ranges in Colorado/California/Washington/New York/Hawaii/Vermont/Minnesota/Massachusetts/Illinois State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.

Equal Employment Opportunity

Cencora is committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status or membership in any other class protected by federal, state or local law. The company’s continued success depends on the full and effective utilization of qualified individuals. Therefore, harassment is prohibited and all matters related to recruiting, training, compensation, benefits, promotions and transfers comply with equal opportunity principles and are non‑discriminatory. Cencora is committed to providing reasonable accommodations to individuals with disabilities during the employment process which are consistent with legal requirements. If you wish to request an accommodation while seeking employment, please call 888.692.2272 or email [e-mail]. We will make accommodation determinations on a request‑by‑request basis. Messages and emails regarding anything other than accommodations requests will not be returned.

Affiliated Companies

Affiliated Companies: World Courier Inc

Cencora is a leading global pharmaceutical solutions company that is committed to improving the lives of people and animals everywhere. We connect manufacturers, providers, and patients to ensure that anyone can get the therapies they need, where and when they need them. We’re a purpose‑driven organization, where all of our team members around the world are united in our responsibility to create healthier futures. We work together every day to help our partners bring their innovations to patients worldwide, creating unparalleled access and impact at the center of health.