Senior Director, Corporate Accounts
About The Position
The Senior Director, Corporate Accounts is responsible for Cencora’s strategic business relationships with pharmaceutical manufacturer customers. The role develops relationships and secures new business, grows revenue and profits from existing customers, and oversees corporate pharmaceutical partner activities such as programming, market research, and facilitation of consultant meetings and projects. It provides manufacturers and the healthcare field with insight into service offerings and the business environment, and works with sales teams to increase business in specific regions and customer segments. The position leads customer engagement and cross-functional efforts to develop and retain business, maintain programs, meet financial targets, and deliver customer satisfaction. It also serves as a subject matter expert on specialty pharmaceutical reimbursement, channel requirements, and product pricing, while supporting strategic initiatives with field personnel. Travel of 50% or more is required.
Requirements
- Bachelor’s degree in business administration, accountancy, sales, marketing, computer sciences, or a similar field; an advanced degree is preferred.
- Normally requires 10 years of pharmaceutical, consulting, healthcare management, or directly related progressively responsible experience, preferably in healthcare.
- Proven performance in a consultative setting and with manufacturer or health system sales.
- Strong knowledge of sales management, sales planning, goal setting, and successful strategic and consultative selling techniques.
- Strong knowledge of the specialty pharmaceutical market, including reimbursement, channel strategies, and pricing methodologies.
- Ability to communicate effectively orally and in writing, including preparing reports and disseminating information.
- Proven success in a customer-focused environment, with experience taking deals from initiation through close.
- Strong interpersonal skills and ability to develop and maintain cooperative working and business relationships.
- Proficiency with Salesforce, Teams, and Microsoft Outlook.
- Proficiency in customer communication and business meeting facilitation.
- Strong presentation skills.
- Ability to interpret and analyze data and develop strategies to meet financial targets and goals.
- Ability to interpret industry trends and competitive information and develop responses to marketplace changes.
- Strong analytical and mathematical skills.
- Ability to travel 50% or more of the time.
- Strong creativity skills; focused and disciplined.
- Working knowledge of computers sufficient to use company systems and programs.
Nice To Haves
- An advanced degree.
- Experience in the healthcare industry.
- Knowledge of and experience with AI.
Responsibilities
- Develop and cultivate client relationships, and prepare presentations and proposals to support new business development with manufacturers.
- Identify sales opportunities and ensure leads and referrals are managed properly.
- Manage cross-functional team engagement and work to realize larger business opportunities.
- Retain corporate accounts and increase existing revenue by engaging teams responsible for delivering customer solutions.
- Oversee maintenance of existing programs and advocate for clients to ensure key deliverables, integrity, reliability, and credible research capabilities.
- Understand manufacturer organizations, business strategies, and objectives to generate opportunities and ensure teams can meet customer needs.
- Serve as a subject matter expert for the business unit and collaborate with field personnel to support strategic initiatives.
- Ensure internal processes qualify, quote, and close opportunities properly and promptly.
- Forecast and develop strategic plans to support delivery within 5% of forecast.
- Help achieve business-unit margin and revenue targets.
- Maintain detailed, accurate, and current prospect and client information in designated business systems.
- Determine and meet customer needs to support satisfaction and retain future business.
- Maintain cooperative and productive OneABC relationships and procedures to deliver customer service.
- Perform related duties as assigned.
Benefits
- Medical, dental, and vision care.
- Wellness resources addressing physical, emotional, financial, and social well-being.
- 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.
- Training programs and professional development resources.
- Mentorship programs.
- Employee resource groups.
- Volunteer activities.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
