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Job Details

Job Profile Summary

Under general direction of the Vice President, Government Services and Solutions, the Director, Government Business Development actively generates appropriate sales development activity to ensure a healthy pipeline to reach assigned sales goals in government segment this includes Federal, State and Local governments. This role is also responsible for incremental organic growth of existing business through effective cross-selling, up-selling and customer development efforts across the enterprise portfolio of products and solutions. The Director of Government Business Development is responsible for understanding and uncovering the needs of government customers and being able to best communicate how Cencora operates and competes in the space as a market leader.
 

Primary Duties and Responsibilities:

• Responsible for identifying and pursuing new government business opportunities within federal, state and local government.
• Works directly with Vice President, Government Services and Solutions to drive competitive price and service levels for winning, retaining and growing key government business.
• Continually develops and demonstrates “nuance” level market, trade class and customer type knowledge that builds sales trust and confidence both internally and externally.
• Relentlessly drives a comprehensive discovery process at the prospect level that strategically informs and leads the new business setup process.
• Successfully develops relationships and works collaboratively with internal subject matter experts, as needed, to sell new business and grow existing business.
• Leverages existing and creates new relationships with current and potential customers to position Cencora for solutions.
• Monitors and analyzes reports and data which are used consistently throughout Cencora for measuring profitable growth of sales and develops and implements/shifts strategies and removes barriers to ensure continued success of that profitability.
• Must be willing to travel as needed to business events such as customer meetings, industry & trade conferences and national meetings.

Experience and Educational Requirements:

Requires broad training in fields such as business administration, accountancy, sales, marketing, computer sciences or similar vocations generally obtained through completion of a four-year bachelor's degree program or equivalent combination of work experience. Normally requires a minimum of eight (8) years directly related and progressively responsible experience.
 

Minimum Skills, Knowledge and Ability Requirements:

• Demonstrated record of value-based selling success.
• Thorough knowledge of pharmaceutical distribution and government contracting
• Strong working knowledge of sales management, sales planning and goal setting, successful strategic and consultative selling techniques, and related information
• Strong leadership skills; ability to lead large, value-driven pursuits
• Ability to work independently with minimal supervision.
• Very strong organizational and time management skills.
• Strong attention to detail.
• Ability to direct activities of others, including coaching, training, guiding, developing, and managing
• Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace
• Excellent problem-solving skills; ability to resolve issues effectively and efficiently.
• Strong communication skills both written and verbal. Ability to facilitate meetings and drive discussions for cross-functional teams. Capable of delivering effective presentations, preparing reports and disseminating information
• Effective 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

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