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Under the direction of the VP, Strategic Global Sourcing (Consumer Products), the Director, Strategic Accounts leads and grows strategic relationships with large and OTC-only customers. This role drives revenue and gross profit growth by expanding existing accounts, developing new business opportunities across channels (e.g., Health Systems, Long Term Care, Oncology Supply), and serving as the primary liaison between customers and internal teams (e.g., Strategic Global Sourcing, manufacturer operations, Customer Operations, transportation as needed). Success requires strong communication, strategic and analytical thinking, creativity, problem-solving, independent execution, and rapid, solutions-oriented customer responsiveness.
Responsibilities
Direct and manage customer-facing relationships with C-level contacts and various levels of both pharmacy and supply chain departments.
Complete ownership of the renewal/RFP process, to include identifying strategic priorities of customer, developing the proposal, pricing and negotiating the deal to completion. Ensures that all proposals offer strategic opportunities for both the customer and Cencora, while mitigating margin erosion to support plan.
Ability to analyze and leverage gross profit, buy side and sell side when working on opportunities.
Best at listening to the customer, asking thought provoking questions and finding opportunities.
Proficient at conducting whiteboarding and strategy sessions to uncover new profit drivers and opportunities.
Organizes and ensures Quarterly customer and supplier business reviews that align to and address strategic priorities of clients, suppliers and Cencora.
Creates customer and supplier cohesion by identifying areas to implement Cencora solutions and services.
Identifies customer pain points, helps determine root causes and, documents underlying needs of each unique customer and is accountable for engaging internal teams to resolve and meet client needs
Applies Cencora’s solution selling process and establishes trust through the creation and communication of value propositions and aligned outcomes.
Delivers insightful and persuasive presentations that articulate the value of Cencora.
Gathers information, analyzes and develops strategies concerning dynamics that may affect areas of responsibility, such as changes in customer ownership, new affiliations, current market share, and targets of opportunities for new growth, customers' changing requirements, competitor strengths and weaknesses, and continually communicates these strategies internally using updates to written business plans and ongoing business communication.
Accountable for revenue and profitability objectives in specific assigned accounts with the ability to understand and implement growth driving opportunities for each client.
Demonstrates a deep understanding of the client’s needs during conversations with economic influencers, pharmacy, supply chain and the C-Suite.
Regularly assess assigned accounts and effectively develop and manage a strategy to maximize selling results.
Works with internal matrix partners to leverage customer growth opportunities.
Deep understanding of Cencora consumer products, offerings and programs/solutions like Good Neighbor Pharmacy, Merchandising, The Front End Solution, Etc.
Possesses broad expertise across multiple customer segments, including Medicare Advantage, Long-Term Care, Health Systems, Retail Independent, Specialty, Mail Order, Health Plans, Chains, Government and Distributors.
Create, implement, execute and continuously improve processes that result in predictable, sustainable and repeatable outcomes, including but not limited to standard operating procedures, systems, cross functional processes, contract life-cycle management, compliance metrics, training / on-boarding and sales & operations (S&OP) planning processes.
Develop and monitor key performance metrics and adjust strategies as needed to optimize outcomes.
Education and Work Experience
Requires broad training in account management and solution selling
Normally requires a minimum of eight (8) years directly related and progressively responsible experience
Four-year degree required
Experience at building and executing strategic account management penetration plans
Experience and proven success selling product solutions and/or projects
Experience in negotiating contracts
Orchestrates organizational resources
Excellent Organizational & Project Management skills
Demonstrated value-based sales record
Working knowledge of pharmaceutical distribution with emphasis in specific segment sales and healthcare trends
Working knowledge of successful strategic and consultative selling techniques, and ability to sell complex solutions (technology & consulting)
Skills and Knowledge
Experience with creating and selling customer/supplier solutions.
Continuous Improvement Certification is a plus.
Proficient with Excel, Word, PowerPoint, Forms, and Copilot
Ability to lead large, value-driven pursuits
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, for the purpose of preparing reports and disseminating information
Interpersonal skills sufficient to develop and maintain cooperative working and business relationships with others
Working knowledge of computers necessary to operate effectively with company systems and programs
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*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.
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 hrsc@cencora.com. We will make accommodation determinations on a request-by-request basis. Messages and emails regarding anything other than accommodations requests will not be returned
.