Senior Director, Corporate Accounts

Cencora; United States; Remote; USD 150,000 - 235,000; Full time

Benefits offered by this job

Medical, dental, and vision benefits

Training programs and professional dev

Parental leave and caregiving leave

Mentorship programs and employee资源

Job summary

Cencora is seeking a Senior Director, Corporate Accounts to manage strategic relationships with pharmaceutical manufacturers, drive new business, and expand revenues with existing customers. You will collaborate with sales teams to advance initiatives and ensure program success.

You will lead cross-functional teams, forecast plans within 5% of targets, and communicate effectively across organizations. The role requires 50%+ travel and a deep understanding of the specialty drug marketplace.

Qualifications

• Ten or more years of pharmaceutical, consulting, health care management experience.
• Proven consultative selling and sales management skills.
• Strong knowledge of specialty pharmaceutical market, reimbursement and pricing.
• Excellent communication and presentation skills.
• Ability to travel 50%+ of the time.

Responsibilities

• Develop and manage client relationships; prepare proposals for new business with manufacturers.
• Identify and advance sales opportunities; manage leads/referrals.
• Lead cross-functional teams to realize large opportunities.
• Retain accounts and grow existing revenue with key programs.
• Forecast and plan to deliver within 5% of forecast.
• Ensure accurate client data in business systems.

Skills

Sales strategy

Consultative selling

Relationship management

Forecasting

Cross-functional leadership

Data analysis

Travel readiness

Education

Bachelor's degree in a relevant field

Advanced degree preferred

Tools

Salesforce

Microsoft Outlook

Teams

Job description

Job Details

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 Summary:

The Senior Director, Corporate Accounts is responsible for the ongoing strategic business relationship between Cencora and various manufacturer customers. Responsible for developing relationships and securing new business customers, as well as increasing revenues and profits with existing customers. Responsible for corporate pharmaceutical partner activities, including programming, market research, and active facilitation of consultant meetings and projects to provide pharmaceutical manufacturers and the healthcare field with insight and guidance into issues surrounding service offerings and environment. Works closely with sales forces to increase business within specific regions and/or customer segments.

Day-to-Day Responsibilities:

• Develops and cultivates client relationships; prepares presentations and proposals in support of new business development with manufacturers.
• Ensures sales opportunities are identified and leads/referrals are managed properly.
• Manages the engagement and work of cross functional teams to realize larger business opportunities.
• Ensures all corporate accounts are retained and existing revenues increase by effectively engaging the teams responsible for pulling through business solutions for customers.
• Oversees the ongoing maintenance of existing programs; acts as a client advocate to ensure for key program deliverables, provide integrity, reliability and allow for credible research capabilities.
• Understands manufacturer organizations, business strategies and objectives, to generate new opportunities and ensure teams ability to meet customer needs.
• Understands the specialty drug reimbursement landscape, class-of-trade requirements, and product pricing strategies.
• Serves as a Subject Matter Expert (SME) for business unit and collaborates with field personnel as needed to support success of strategic initiatives.
• Ensures the management of internal processes to ensure all opportunities are qualified, quoted, and closed properly and expeditiously as needed.
• Responsible for forecasting and generating strategic plans to ensure achievable delivery within + 5% of forecast.
• Assists in achieving key margin and revenue targets for business unit.
• Ensures detailed, accurate, up-to-date prospect and client information is kept in specified business systems.
• Takes personal responsibility for determining and satisfying customer needs and ensuring total customer satisfaction to maintain future business.
• Always maintains co-operative and productive OneABC relationships and procedures to deliver exceptional customer service.
• Performs related duties as assigned.

Requirements:

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, advance degree preferred; normally requires ten (10) years of pharmaceutical, consulting, health care management or directly related and progressively responsible experience preferably in the healthcare industry.

• Proven performance in a consultative setting and with manufacturer or health system sales.
• Strong knowledge of sales management, sales planning and goal setting, successful strategic and consultative selling techniques.
• Strong knowledge of specialty pharmaceutical market, including reimbursement, channel strategies, and pricing methodologies.
• Ability to communicate effectively, both orally and in writing, for preparing reports and disseminating information.
• Proven success in customer-focused environment with experience from the initiation of deals to close.
• Strong interpersonal skills; ability to develop and maintain cooperative working and business relationships.
• Knowledgeable and very proficient with Salesforce, Teams and Microsoft Outlook. A healthy knowledge and experience with AI is a plus.
• Proficient with customer communication and business meeting facilitation skills.
• Strong presentation skills.
• Ability to interpret and analyze data and develop successful strategies to meet financial targets/goals.
• Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace.
• Strong analytical and mathematical skills.
• Ability to travel 50%+ of the time.
• Strong creativity skills; focused and disciplined.
• Working knowledge of computers necessary to operate effectively with company systems and programs

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*

$150,000 - 235,070

*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: AmerisourceBergen Services Corporation