Director, Account Management

Director, Account Management Our team members are at the heart of everything we do. At Cencora, we are united in our responsibility to create healthier futures, and every person here is essential to us being able to deliver on that purpose. If you want to make a difference at the center of health, come join our innovative company and help us improve the lives of people and animals everywhere. 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 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