Manager - Sales Operations

Cencora

1d

About The Position

This role supports Cencora's purchasing network support services in the US, specifically through the Specialty GPOs business. The Manager - Sales Operations, under the general direction of the Senior Director of Strategic Accounts for Ion GPO, is responsible for leading the development and implementation of improved strategies and tactics to ensure business continuity and integrate development opportunities across Cencora Specialty GPOs. The role involves collaboration with all Cencora Specialty GPO business development, sales, membership, and operational associates across multiple business units to continuously execute integrated selling processes. The goal is to improve manufacturer and practice member partnership opportunities and drive revenue growth for the GPO. Additionally, this position manages and oversees Cencora Specialty GPO Sales Operations functions, including pipeline management, organic and inorganic growth opportunities, and integrated business development communication within the GPO.

Requirements

• Requires broad training in fields such as sales, marketing, pharmacy science, or similar vocations generally obtained through completion of a 4-year bachelor's degree program.
• Normally requires 5+ years' experience in business development, strategic consulting or other analytical work.
• Healthcare marketing, business development, and account-based sales experience required.
• Experience in building and maintaining customer profiles.
• Demonstrated experience acting as strategic thought partner to teams.
• Experience working in a highly matrixed environment and standing out as a successful collaborator.
• Demonstrated ability to organize and lead complex projects across multiple teams.
• Ability to analyze and improve sales processes and tools, to include proposals.
• Experience in analyzing buyer behaviors to capitalize on selling opportunities.
• Experience in developing effective metrics for sales operations success.
• Proven track record in a role with monthly and quarterly demand generation and revenue targets.
• Proficient with computer solutions like Salesforce, SmartSheet, and Microsoft Suite.
• Advanced skills and training with demonstrated competency in Microsoft Excel.
• A self-starter with a proven ability in sales management, sales operations process, planning and goal setting, successful strategic and consultative selling techniques, and related information for pharma, biotech, and medical device companies.
• Ability to communicate effectively, both orally and in writing, for the purpose of preparing reports and disseminating information.
• Strong interpersonal skills; ability to develop and maintain cooperative working and business relationships.
• Strong presentation skills; ability to train others in this area.
• 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.
• Strong creativity skills; focused and disciplined.
• Working knowledge of computers necessary to operate effectively with company systems and programs.

Nice To Haves

• Experience with an emphasis on operational processes to drive sales is preferred
• MBA or other related graduate-level degree is preferred
• Customer contracting and compliance requirements a plus
• Customer procurement strategy experience a plus

Responsibilities

• Liaise with GPO operations to streamline onboarding and rebate payment experience for both the sales teams and our customers.
• Work with the sales and large practice networks with attending business reviews, supporting the sales coordination with data and analytics, and manage projects for process improvement, communication and innovation.
• Continuously execute contract alignment improvement processes while supporting ongoing enhancements to the process and technology for integrated business development.
• Liaise between the GPOconnect team and sales to identify/quantify case trends and improve any potential process gaps.
• Lead cross functional workstreams to execute integrated growth strategy and tactics.
• Collaborate with business development associates across Cencora Specialty GPOs to review business and sales data and provide suggested strategic directions to foster faster growth across therapeutic areas.
• Enhance/develop tools to identify growth and contract pull through opportunities for “House Accounts.”
• Analyze, prioritize, and transition ad hoc reporting requests from various data teams.
• Identify ways to reduce QC time and act as data liaison for current (and future) sales tools and QBR decks.
• Work in collaboration with upstream and downstream sales and membership to supply market assessments ahead of any new contract launch.
• Liaise between commercial excellence and sales teams to streamline communication on and upkeep of SalesForce assignments, sales dashboards, and sales campaigns.
• Expected Travel: 10%.
• Other duties as assigned.

Benefits

• Compensation, benefits, and resources that enable a highly inclusive culture and support our team members’ ability to live with purpose every day.
• Traditional offerings like medical, dental, and vision care.
• A comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness.
• 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.
• A variety of training programs.
• Professional development resources.
• Opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager