Dir - Strategic Accounts

Cencora•Conshohocken, PA

2d•$119,100 - $186,560

About The Position

This role directs the client-facing relationship with C-level contacts and various levels of both pharmacy and supply chain departments. The position involves complete ownership of the renewal/RFP process, including identifying strategic priorities, developing proposals, pricing, and negotiating deals to completion. The goal is to ensure proposals offer strategic opportunities for both the client and ABC while mitigating margin erosion. The role requires proficiency in conducting whiteboarding and strategy sessions to uncover new profit drivers and opportunities, and organizing quarterly client business reviews aligned with strategic priorities. The objective is to create client "stickiness" by identifying areas to implement ABC solutions and services, identifying customer pain points, determining root causes, documenting needs, and engaging internal teams to resolve them. The role applies ABC’s solution selling process, establishes trust through value propositions and aligned outcomes, and delivers insightful presentations. It also involves gathering information, analyzing dynamics affecting the area of responsibility (e.g., customer ownership changes, market share, competitor analysis), and communicating strategies internally. The position is accountable for revenue and profitability objectives in assigned accounts, understanding and implementing growth opportunities, and demonstrating a deep understanding of client needs. The role requires regularly assessing accounts, developing strategies to maximize selling results, leveraging internal networks for client growth, and utilizing ABC systems like Salesforce for tracking opportunities.

Requirements

Requires broad training in account management and solution selling.
Normally requires a minimum of ten (10) 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 IT 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)
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

Responsibilities

Directs the client facing relationship 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 client and ABC, while mitigating margin erosion to support plan.
Proficient at conducting whiteboarding and strategy sessions to uncover new profit drivers and opportunities.
Organizes and ensures Quarterly client business reviews that align to and address strategic priorities of client and ABC
Creates client “stickiness” by identifying areas to implement ABC 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
Applies ABC’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 ABC.
Gathers information, analyzes and develops strategies concerning dynamics that may affect area 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 network to leverage client growth opportunities.
Utilize ABC systems, such as Salesforce, to track client opportunities.