Cencora · 6 days ago
Director - Strategic Accounts
Madison, WI
Contract
Onsite
Director/Executive
$101K/yr - $155K/yr
10+ years expCencora is seeking a Director of Strategic Accounts to lead and manage the ongoing strategic business relationship with large, strategic customers. This role is responsible for increasing revenues and gross profit expansion with existing customers through effective relationship management and strategic account planning.
Emergency MedicineEnterprise SoftwareHealth CareMedicalPharmaceutical
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 Cencora, while mitigating margin erosion to support plan
Best at listening to the client
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 Cencora
Creates client "stickiness" by identifying areas to implement Cencora's 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 Cencora'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 Cencora
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 Cencora systems, such as Salesforce, to track client opportunities
Qualification
Required
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
Company
Cencora
Cencora is a global healthcare company that advances the development and delivery of pharmaceuticals and healthcare products.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
$4.83B2024-12-02Post Ipo Debt· $1.8B
2024-02-05Post Ipo Debt· $500M
2022-11-07Post Ipo Secondary· $500M
Leadership Team
Robert Mauch
President and Chief Executive Officer
Mike Baca
Senior Director, AI Platforms & Solutions
Recent News
2026-01-12
2026-01-05
2026-01-05
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