Senior Director, Corporate Accounts

Value Apothecaries; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

Cencora is seeking a Senior Director, Corporate Accounts to manage strategic relationships with manufacturers and drive new business while increasing revenues. You will coordinate cross-functional teams, oversee program delivery, and help shape pricing and reimbursement strategies.

The role requires deep industry experience, consultative selling skills, and a track record of leading complex sales initiatives. Travel and collaboration across regions are expected.

Qualifications

• Bachelor’s degree in a relevant field; advanced degree preferred; 10+ years in pharma/healthcare consulting.
• Proven consultative selling in pharmaceutical or health system environments.
• Strong knowledge of specialty pharmaceutical market, reimbursement, pricing methods.
• Proficient with Salesforce, Teams and Outlook; AI knowledge is a plus.

Responsibilities

• Develops and maintains client relationships; prepares proposals for new business with manufacturers.
• Identifies sales opportunities and manages leads and referrals.
• Leads cross-functional teams to pursue larger business opportunities.
• Ensures retention and revenue growth across corporate accounts with deliverables.
• Forecasts and crafts strategic plans to meet targets with ±5% fidelity.
• Communicates insights and strategies to stakeholders to support initiatives.

Skills

Sales leadership

Consultative selling

Forecasting

Relationship management

CRM expertise

Data interpretation

Presentation skills

Strategic thinking

Education

Bachelor's degree

Advanced degree preferred

Tools

Salesforce

Microsoft Teams

Microsoft Outlook

AI knowledge

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

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' abi