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We're hiring the 'Director - Global Key Account Program' to join our Global Cencora, World Courier Sales team.
The position:
Under general administrative direction of the Director, Global SAM/KAM Programs, responsible for leading World Courier's Global Key Account Management Program (KAM).
Holds responsibility for optimizing the client experience of World Courier’s largest and emerging key customers with an emphasis on global revenue contribution and growth, profitability, and complete service satisfaction.
This position can be based remotely from countries where World Courier has existing operations. The successful candidate must have eligibility to work in this country without requiring sponsorship.
What you'll be doing:
PRIMARY DUTIES AND RESPONSIBILITIES:
Design and direct the strategic activities of World Courier’s Global KAM Program while ensuring alignment to the corporate strategy, including:
organizational design
functional design
process design
resource development & deployment; and calibration of key stakeholders as required - functional and otherwise.
In collaboration with the Director, Global SAM/KAM Programs, responsible for the selection of KAM account candidates and for the internal collaborative process associated with selecting, on-boarding, promoting and/or off-boarding those accounts into/from the program.
Responsible for the development of a high-performing global KAM account management team with direct, or indirect reporting responsibility over the Global Account Managers (GAM’s).
Oversee and support the business development process across all World Courier resources in pursuit of:
meeting key clients’ unmet needs
expanding the utilization of our services
launching new services; and innovating new service offerings specific to the needs of individual SAM/KAM accounts and the industry.
Oversee the account planning process and approve the strategic account plan of each global KAM account. Establish and manage the review cycle to ensure individual plans are updated and complete, and in alignment with corporate and program strategy.
Partner with Regional Sales Management to implement business plans.
Analyze and develop strategies concerning dynamics that may affect area of responsibility, including:
changes in customer ownership
new affiliations
market share
target opportunities for new growth
customers’ changing requirements; and
competitor strengths and weaknesses.
Monitor and analyze reports and data for measuring profitable growth of sales; develop and implement/shift strategies and remove barriers to ensure continued success of that profitability.
Ensure GAM input to annual revenue projections for individual KAM accounts.
Develop and oversee annual KAM program budget.
Partner with the Global Marketing group to develop and implement strategic plans (internal & external) that are aligned to the overall program’s goals, including customized programs in support of individual KAM accounts’ growth and development objectives.
Partner with Sales Operations to ensure timely RFP / RFQ / RFI responses to KAM accounts and that the proposal development process is consistent with our client experience objectives.
Engage in MSA and related contract negotiations where support is needed.
Participate in client meetings in a manner and frequency that is consistent with the role and in support of the individual accounts’ and program’s strategy.
Communicate program updates and direction monthly to Senior Management through MBR report, and as required to other internal stakeholders.
Partner with key personnel across Cencora sister companies to ensure alignment and open communication in plans and activities with shared accounts - in support of the program’s development/growth objectives and where appropriate.
Successful candidates should expect on occasion, as needed to meet program objectives, to work outside standard business hours including travel to events such as customer meetings, conferences and international meetings.
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What you'll have:
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.
Minimum 5-8 years of directly related and progressively responsible experience
Experience at building, managing and executing key account penetration plans
Direct industry experience ideally from pharma, bio-pharma, pharma logistics, clinical trials, pharma Service provider; CROs, CDMOs (Essential)
MINIMUM SKILLS, KNOWLEDGE, AND ABILITY REQUIREMENTS:
Working knowledge of sales management, sales planning and goal setting, successful strategic and consultative selling techniques, and related information
Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace
Strong leadership skills including the ability to deliver results through others over whom you may not have formal direct reporting relationships
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 across a range of diverse backgrounds and cultures
What We Offer:
Excellent Salary and Company Benefits Package
An unique opportunity to work for a purpose driven global organization and make an impact.
Benefit offerings outside the US may vary by country and will be aligned to local market practice. The eligibility and effective date may differ for some benefits and for team members covered under collective bargaining agreements.
Full timeCencora 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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