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Job Details

The Strategic Secondary Optimization Manager is responsible for driving sales growth, managing key accounts, and fostering strong customer relationships within an assigned territory of secondary customers. This role focuses on identifying and pursuing new business opportunities, optimizing channel access for Cencora products and solutions, and ensuring customer growth through proactive engagement and a consultative sales approach.

With a strategic emphasis on secondary customers, this role aims to grow business through innovative solutions, collaboration across internal teams, and a deep understanding of customer needs. The Manager will serve as a trusted resource for customers, leveraging Cencora’s broad portfolio of services to deliver value-driven solutions.

This position is primarily home- or office-based, with proactive customer engagement via virtual communication (e.g., phone, video conferencing, and email). Travel to customer sites, conferences, and internal meetings may be required on an as-needed basis.

Key Responsibilities:

Strategic Sales and Business Development:

Lead efforts to grow sales revenue within assigned accounts by identifying new business opportunities, promoting Cencora’s products and solutions, and driving customer loyalty. Develop and execute account-specific business strategies that align with organizational goals and customer priorities, with an emphasis on expanding Cencora’s presence among secondary customers. Proactively engage in solution-based selling to position Cencora as a trusted partner, focusing on channel access, generic/packaging opportunities, and product launches.

Customer Relationship Management:

Build and maintain strong, trust-based relationships with customers by understanding their business needs, challenges, and goals. Act as a consultative advisor to customers, providing tailored recommendations and leveraging Cencora’s portfolio to deliver impactful solutions. Retain and grow existing customer accounts through proactive communication, regular business reviews, and value-driven engagement.

Cross-Functional Collaboration:

Partner with internal teams, including sales, marketing, operations, and account management, to deliver a seamless customer experience. Collaborate with shared health system account owners to execute the Cencora’s growth goals and align customer strategies for maximum impact. Work closely with supply chain and product teams to ensure inventory availability and support product launches.

Data Analysis and Insights:

Analyze customer trends, account performance, and competitive intelligence to inform sales strategies and decision-making. Use data to identify opportunities, mitigate risks, and optimize customer engagement. Maintain the integrity of customer data in CRM systems and provide regular updates to leadership on progress toward goals.

Performance Excellence:

Achieve individual sales and performance goals, including revenue growth, customer retention, and portfolio expansion. Meet and exceed key performance metrics, including call productivity, sales growth targets, and competitive data reporting. Continuously improve personal knowledge of Cencora’s portfolio, industry trends, and customer needs, positioning yourself as a highly valued resource.

Experience and Educational Requirements:

• Bachelor’s degree in business administration, sales, marketing, or a related field; advanced degree preferred

• 5+ years of experience in sales, business development, or account management, ideally in the pharmaceutical or healthcare industry.

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Minimum Skills, Knowledge and Ability Requirements:

• Strong interpersonal and relationship-building skills, with the ability to engage customers at every level of their organization.
• A strategic mindset with the ability to analyze data, anticipate customer needs, and develop tailored solutions that drive business growth.
• Excellent communication and presentation skills, both written and verbal, with the ability to influence and negotiate effectively.
• Effective organizational and time-management skills to prioritize tasks and manage competing demands.
• High proficiency with CRM tools and business development technologies