Senior Director - Health Systems

Cencora

1d

About The Position

Our team members are at the heart of everything we do. At Cencora, we are united in our responsibility to create healthier futures, and every person here is essential to us being able to deliver on that purpose. If you want to make a difference at the center of health, come join our innovative company and help us improve the lives of people and animals everywhere. Apply today! Job Details The Senior Director will be responsible for leading and managing the ongoing strategic business relationship between Cencora and large, strategic customers; responsible for increased revenues and gross profit expansion with existing customers. Uses advanced consultative and strategic sales approach and tactics to grow penetration of Cencora solutions to new and existing strategic customers in the health systems business segment. Responsible for management of Account Executives assigned to territory.

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

• 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 Cencora, while mitigating margin erosion to support plan.
• Best at listening to the client
• 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 Cencora.
• Drives sales and account management for customers covered by regional account executives .
• Creates client “stickiness” by identifying areas to implement Cencora’s 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 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.
• Manages-team of Account Experience Liaisons to identify and address on-going servicing needs of assigned accounts.
• 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 Cencora systems, such as Salesforce, to track client opportunities

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees