Senior Sales Manager- Clinical Trials

Cencora•Columbus, OH

1d•Remote

About The Position

This role is in support of Alcura, a business offering clinical trial supply and comparator sourcing services. The Senior Sales Manager is a critical role focused on expanding Alcura’s customer base across the United States. This position will target Clinical Research Organizations (CROs), pharmaceutical and biotech companies, with a primary emphasis on promoting Packaging, Labelling, Storage, and Distribution (PLSD) services, as well as Comparator medications and ancillary sourcing. As the first US-based sales professional for the Alcura business, the individual will be responsible for building a strong presence in the market and leveraging their existing network of decision-makers in the clinical trials sector. The role requires a self-starter with the ability to work independently while collaborating remotely with global and affiliate teams. This individual will play a pivotal role in positioning us as a trusted provider of clinical trial solutions in the US. The successful candidate will need to demonstrate professional gravitas when engaging with senior executives (C-Suite) within a highly specialized customer base, including CROs, pharmaceutical and biotech companies. They will also need to navigate a matrixed organization internally, working closely with teams in the US, UK and Europe.

Requirements

Minimum 8 years of experience in business development and global customer relationship management, with a focus on the clinical trials sector.
Proven track record of managing senior-level client relationships and driving revenue growth.
Experience working with CROs, pharmaceutical and biotech companies in an international context.
Established network of decision-makers in the clinical trials sector, including CROs, pharmaceutical and biotech companies.
Strong presenting and selling capabilities, with the ability to simplify complex concepts for diverse audiences.
Excellent communication and presentation skills, with the ability to engage confidently with senior executives (C-Suite) and adapt to various cultural and organizational contexts.
Self-motivated and tenacious, capable of working independently.
High level of professional gravitas, diplomacy, and negotiation skills to build trust with clients and internal teams.
Proficiency in Microsoft Office suite and use of sales tools such as Salesforce and LinkedIn Sales Navigator.
Strong problem-solving abilities, attention to detail, and a proactive approach to identifying and addressing client needs.
Willingness to roll up sleeves and independently gather data to support sales efforts.
Ability to travel up to 40% for client visits and internal meetings (domestic and international).

Nice To Haves

Familiarity with clinical supply logistics is a plus.

Responsibilities

Leverage an existing network of contacts and decision-makers in the clinical trials sector to generate new business opportunities.
Promote US-based clinical trial services, including Packaging, Labelling, Storage, and Distribution (PLSD), Comparator medications, and ancillary sourcing.
Develop and execute a strategic sales plan to establish presence in the US market, targeting CROs, pharmaceutical and biotech companies.
Build and maintain strong relationships with senior-level stakeholders (C-Suite) to influence commercial opportunities and decision-making.
Confidently present services and value proposition, demonstrating professional gravitas in all client interactions.
Serve as the primary point of contact for US clients, ensuring seamless communication across global teams.
Manage the entire sales cycle, from prospecting and lead generation to closing deals, while maintaining strong customer relationships.
Lead client meetings, sales pitches, and quarterly business reviews, preparing agendas and consolidating input from internal teams.
Work closely with sales peers and teams across Europe.
Collaborate with commercial teams across affiliates to provide a comprehensive customer approach.
Represent company at trade events engaging with potential leads.
Utilize data tools to identify and research prospective clients, supporting targeted sales pitches.
Track pipeline opportunities, support quoting teams, and present comprehensive quotes and supply plans to clients.
Oversee smooth transitions from quote award to project management, ensuring client needs are fully understood and addressed.
Accompany clients on site tours of the US depot, alongside the operations team, to showcase capabilities.
Provide customer insights and feedback to shape US market strategy and annual planning decisions.
Actively contribute to continuous improvement initiatives, sharing lessons learned to enhance global processes.