Director, Strategic Accounts

Recruiting.com

Director managing strategic accounts at Cencora. Leading client relationships and driving growth through solution selling in the pharmaceutical industry.

Posted 5/22/2026full-timeRemote • 🇺🇸 United StatesLead💰 $100,700 - $155,100 per yearWebsite

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

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

Comp & perks

Health insurance
Dental care
Vision care
Backup dependent care
Adoption assistance
Infertility coverage
Family building support
Behavioral health solutions
Paid parental leave
Paid caregiver leave
Training programs
Professional development resources
Opportunities to participate in mentorship programs

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

strategic account managementcontract negotiationvalue-based salesconsultative sellingproject managementsalesforcepharmaceutical distributionIT solutions salescomplex solution sellingmarket analysis

Soft Skills

leadershiporganizational skillscommunication skillsinterpersonal skillsstrategic thinkingpresentation skillsproblem-solvingrelationship managementanalytical skillscollaboration