Director - Strategic Accounts, Consumer Products

Cencora•Conshohocken, PA

4d•$100,700 - $155,100•Remote

About The Position

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.

Requirements

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)

Nice To Haves

Continuous Improvement Certification is a plus.
Experience with creating and selling customer/supplier solutions.

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.