Note: The job is a remote job and is open to candidates in USA. Cencora is a pharmaceutical distribution and healthcare solutions company. The Director - Strategic Accounts manages client-facing relationships with senior pharmacy and supply chain stakeholders, overseeing renewals, RFPs, proposals, negotiations, and strategic account growth. The role also develops client strategies, leads business reviews, and applies solution-selling practices to maximize revenue and profitability.
Responsibilities
- Directs the client facing relationship with C-level contacts and various levels of both pharmacy and supply chain departments
- Complete ownership of the renewal/RFP process, to include identifying strategic priorities of customer, developing the proposal, pricing and negotiating the deal to completion. Ensures that all proposals offer strategic opportunities for both the client and ABC, while mitigating margin erosion to support plan
- Proficient at conducting whiteboarding and strategy sessions to uncover new profit drivers and opportunities
- Organizes and ensures Quarterly client business reviews that align to and address strategic priorities of client and ABC
- Creates client “stickiness” by identifying areas to implement ABC 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
- Applies ABC’s solution selling process and establishes trust through the creation and communication of value propositions and aligned outcomes
- Delivers insightful and persuasive presentations that articulate the value of ABC
- Gathers information, analyzes and develops strategies concerning dynamics that may affect area 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 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
- Regularly assess assigned accounts and effectively develop and manage a strategy to maximize selling results
- Works with internal network to leverage client growth opportunities
- Utilize ABC systems, such as Salesforce, to track client opportunities
Skills
- Requires broad training in account management and solution selling. Normally requires a minimum of ten (10) years directly related and progressively responsible experience. Four-year degree required
- Experience at building and executing strategic account management penetration plans
- Experience and proven success selling IT solutions and/or projects
- Experience in negotiating contracts
- Orchestrates organizational resources
- Excellent Organizational & Project Management skills
- Demonstrated value-based sales record
- Working knowledge of pharmaceutical distribution with emphasis in specific segment sales and healthcare trends
- Working knowledge of successful strategic and consultative selling techniques, and ability to sell complex solutions (technology & consulting)
- Ability to lead large, value-driven pursuits
- Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace
- Strong leadership skills
- Ability to communicate effectively, both orally and in writing, for the purpose of preparing reports and disseminating information
- 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
Benefits
- Medical, dental, and vision care
- A comprehensive suite of benefits focused on the physical, emotional, financial, and social aspects of wellness
- Backup dependent care may be available for working families
- Adoption assistance may be available for working families
- Infertility coverage may be available for working families
- Family building support may be available for working families
- Behavioral health solutions may be available for working families
- Paid parental leave may be available for working families
- Paid caregiver leave may be available for working families
- A variety of training programs
- Professional development resources
- Opportunities to participate in mentorship programs
- Employee resource groups
- Volunteer activities
- Remote work
Company Overview