Sr Dir - Sales
AmerisourceBergenAbout the role
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Job Details
Position Summary
Under the strategic direction of the Vice President, Global Sales, the American Sales sr Director leads all commercial activities across Americas
The Director is responsible for accelerating revenue growth, expanding strategic accounts, strengthening field sales capability, and driving a customer‑centric, data‑led commercial organization.
The role focuses heavily on sales leadership, revenue generation, pipeline expansion, and strategic account development, with marketing support activities only as needed for commercial enablement.
Essential Duties & Responsibilities
Sales Strategy & Leadership
Leads and integrates the sales teams across LATAM & NORtham into a single high‑performing regional commercial organization.
Develops and executes the Americas sales strategy aligned with global commercial objectives and regional market realities.
Drives growth in existing and new markets by strengthening field sales execution, improving productivity, and leveraging data‑driven insights.
Ensures consistent application of global sales processes, including opportunity management, forecasting, and performance tracking.
Leads the sales forecasting cycle, target setting, and commercial planning.
Team Management & Capability Building
Manages Sales Managers, Business Development Managers, and Strategic Account leads across America &LATAM
Develops talent through coaching, performance management, and capability-building programs.
Strengthens field sales capability, shifting teams toward proactive, consultative, and hunter‑oriented selling behaviors.
Supports sales training initiatives and collaborates with HR and Sales Excellence to elevate commercial skills.
Customer & Market Development
Directly manages selected key accounts at strategic level and escalates major commercial negotiations.
Builds strong relationships at senior levels within customer organizations (up to C‑suite) to ensure retention, growth, and differentiation.
Identifies regional market trends and competitive shifts; adapts commercial strategies accordingly.
Facilitates knowledge sharing and cross‑regional collaboration on strategic accounts.
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