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Job Details

The Senior Director, Strategic Accounts - Alternate Care is responsible for leading and managing the ongoing strategic business relationship between Cencora and strategic customers; responsible for enhancing the business partnership leading to increased revenues and gross profit expansion with existing customers. Responsible for leading and managing Director of Strategic Account team and their assigned customers. Responsible for prospecting new Alternate Care strategic accounts to grow Cencora’s P&L and market share within the Alternate Care market.

This is a remote position based in the United States.

• Directs the client facing relationship with C-level/pharmacy owner contacts and various levels of both pharmacy, finance, and supply chain departments for assigned customers.

• Exceptional leadership skills and philosophy that will enhance career development for team members and succession planning.

• Responsible for leading and managing a team.

• 50% of time will be new business hunting for large strategic sized accounts.

• Complete ownership of the renewal/RFP process, to include identifying strategic priorities of customer, developing the proposal, pricing and negotiating the deal to completion for renewals and new business.

• Ensures that all proposals offer strategic opportunities for both the client and Cencora, while mitigating margin erosion to support plan.

• Drive more efficient ways to solve for issue resolution bottle necks. Lead team to proactively mitigate issue resolution to advance sales opportunities.

• Develops strategies for prospecting new Alternate Care strategic accounts to grow Cencora’s P&L and market share within the Alternate Care market.

• Successfully fosters relationships and works collaboratively with internal Cencora subject matter experts, business stakeholders, operations and sales team members as required/appropriate to sell new business.

• Best at listening to the client

• Proficient at conducting whiteboarding and strategy sessions to uncover new profit drivers and opportunities.

• Responsible for leading Strategic Partnership Reviews (SPR) that entail a State of the Union, Formalized Business Plan (which lays out strategic initiatives as a result of engaged White Boarding sessions), initiating a minimum of one active Project Charter, and in coordination with the account Management Coordinator an up-to-date Action Item Log.

• Organizes and ensures Quarterly client business reviews that align to and address strategic priorities of client and Cencora

• Creates client “stickiness” by identifying areas to implement Cencora 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. This includes finance, legal, credit, accounts receivable, account management, Global Products & Solutions or other necessary cross-functional teams.

• Applies Cencora’s solution selling process  solution selling process and establishes trust through the creation and communication of value propositions and aligned outcomes.

• Delivers insightful, professional and persuasive presentations that articulate the value of Cencora and meet the expectations of executive presence..

• Gathers information, analyzes and develops strategies concerning dynamics that may affect areas 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, SBAR’s 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/Pharmacy Owner.

• Regularly a