Director, Account Management

The Director, Account Management actively generates appropriate sales development activity to ensure a healthy pipeline to reach assigned sales goals in the Secondary and Alternate Distribution business. This role is also responsible for incremental organic growth of existing business through effective cross-selling, up-selling and customer development efforts. The Director of Account Management is responsible for understanding of the secondary pharmaceuticals marketplace and the how Cencora operates and competes in the space.

Primary Duties and Responsibilities:

• Responsible for identifying and pursuing new secondary business opportunities within a defined territory/class of trade.
• Works directly with Vice President, Sales & Business Development to drive competitive price and service levels for winning, retaining and growing strategic accounts 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 Cencora subject matter experts, as needed, to sell new business and grow existing business.
• Partners with Community and Specialty Full Line Strategic team to explore alternate distribution backup opportunities.
• 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 insure continued success of that profitability.
• Works closely with Vice President, Inside Sales & Operations and Vice President Sales & Business Development, as part of customer retention process; providing appropriate data relative to possible program and business solutions, purchases and profitability to assist with the recommendation for prospective ongoing business partnerships.
• Must be willing to travel as needed to business events such as customer meetings, industry & trade conferences and national meetings.
• Performs related duties as assigned.

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, Ability Requirements:

• Demonstrated record of value-based selling success.
• Thorough knowledge of pharmaceutical distribution for both retail and alternate care accounts and healthcare trends
• 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

We provide compensation, benefits, and resources that enable a highly inclusive culture and support our team members' ability to live with purpose every day. In addition to traditional offerings like medical, dental, and vision care, we also provide a comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness. This encompasses support for working families, which may include backup dependent care, adoption assistance, infertility coverage, family building support, behavioral health solutions, paid parental leave, and paid caregiver leave. To encourage your personal growth, we also offer a variety of training programs, professional development resources, and opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more. For details, visit https://www.virtualfairhub.com/cencora

*This Salary Range reflects a National Average for this job. The actual range may vary based on your locale. Ranges in Colorado/California/Washington/New York/Hawaii/Vermont/Minnesota/Massachusetts/Illinois State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.

Cencora is committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status or membership in any other class protected by federal, state or local law.

The company's continued success depends on the full and effective utilization of qualified individuals. Therefore, harassment is prohibited and all matters related to recruiting, training, compensation, benefits, promotions and transfers comply with equal opportunity principles and are non-discriminatory.

Cencora is committed to providing reasonable accommodations to individuals with disabilities during the employment process which are consistent with legal requirements. If you wish to request an accommodation while seeking employment, please call 888.692.2272 or email hrsc@cencora.com. We will make accommodation determinations on a request-by-request basis. Messages and emails regarding anything other than accommodations requests will not be returned

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