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The Senior Director, Strategic Accounts - Alternate Care is responsible for leading and managing the ongoing strategic business relationship between Cencora and strategic customers; responsible for enhancing the business partnership leading to increased revenues and gross profit expansion with existing customers. Responsible for leading and managing Director of Strategic Account team and their assigned customers. Responsible for prospecting new Alternate Care strategic accounts to grow Cencora's P&L and market share within the Alternate Care market.
This is a remote position based in the United States.
Directs the client facing relationship with C-level/pharmacy owner contacts and various levels of both pharmacy, finance, and supply chain departments for assigned customers. Exceptional leadership skills and philosophy that will enhance career development for team members and succession planning. Responsible for leading and managing a team. 50% of time will be new business hunting for large strategic sized accounts. Complete ownership of the renewal/RFP process, to include identifying strategic priorities of customer, developing the proposal, pricing and negotiating the deal to completion for renewals and new business. Ensures that all proposals offer strategic opportunities for both the client and Cencora, while mitigating margin erosion to support plan. Drive more efficient ways to solve for issue resolution bottle necks. Lead team to proactively mitigate issue resolution to advance sales opportunities. Develops strategies for prospecting new Alternate Care strategic accounts to grow Cencora's P&L and market share within the Alternate Care market. Successfully fosters relationships and works collaboratively with internal Cencora subject matter experts, business stakeholders, operations and sales team members as required/appropriate to sell new business. Best at listening to the client Proficient at conducting whiteboarding and strategy sessions to uncover new profit drivers and opportunities. Responsible for leading Strategic Partnership Reviews (SPR) that entail a State of the Union, Formalized Business Plan (which lays out strategic initiatives as a result of engaged White Boarding sessions), initiating a minimum of one active Project Charter, and in coordination with the account Management Coordinator an up-to-date Action Item Log. Organizes and ensures Quarterly client business reviews that align to and address strategic priorities of client and Cencora Creates client "stickiness" by identifying areas to implement Cencora solutions and services. Identifies customer pain points, helps determines root causes and , documents underlying needs of each unique client and is accountable for engaging internal teams to resolve and meet client needs. This includes finance, legal, credit, accounts receivable, account management, Global Products & Solutions or other necessary cross-functional teams. Applies Cencora's solution selling process solution selling process and establishes trust through the creation and communication of value propositions and aligned outcomes. Delivers insightful, professional and persuasive presentations that articulate the value of Cencora and meet the expectations of executive presence.. 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, SBAR's 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/Pharmacy Owner. Regularly assess assigned accounts and effectively develop and manage a strategy to maximize selling results. Works with internal network to leverage client growth opportunities. Utilize Cencora systems, such as Salesforce, to track client opportunities. Drive 100% compliance and accuracy with sales team.
Experience and Educational Requirements Requires broad training in account management and solution selling fields such as business administration, accountancy, finance, sales, marketing or other similar vocations. Normally requires a minimum of ten (10) years directly related and progressively responsible experience. Four-year Bachelor's degree required. Completion of additional education through a Master's degree highly preferred. Required Skills and Qualifications
Experience at building and executing strategic account management penetration business plans Experience and proven success selling IT solutions and/or projects Experience in negotiating complex 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) Ability to understand business financials and make recommendations based on customer and Cencora P&L needs 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 Effective working knowledge of computers technology necessary to operate effectively with company systems and programs Ability to network and market through professional social media platforms Must be willing to work extended hours, as needed, to meet sales objectives ; must be willing to travel which may include events such as conferences, company meetings and customer meetings.
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
$152,500 - 235,180
*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 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 .
Affiliated Companies:Affiliated Companies: AmerisourceBergen Drug Corporation
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Cencora
$152,500 - 235,180
parental leave
Aug 16, 2025