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Job Details

The Director, Commercialization Sales Operations works closely with sales leadership, sales, business operations and subject matter experts across the organization to lead and oversee the development and execution of the annual and long-term sales operations and enablement plan for the Commercialization team.

Collaborates with sales leaders within assigned segment(s) to define go to market strategy, commercial processes, sales programs, and operational processes focused on Commercialization
Responsible for meeting, assessing, documenting, and facilitating the execution of strategic market development/sales support initiatives within the business segment
Utilize data to measure the impact of commercial enablement initiatives, identify areas for improvement, and iterate on strategies to enhance outcomes
Manages team that implements the sales enablement plan and ensures consistent support for the successful completion of applicable business goals
Aligns business objectives across departments in the development of effective sales operations and enablement strategy
Works within assigned sales segment to drive sales strategy, including sales targets, drive objectives, and target new business prospects
Oversees the operations of applicable segment sales strategy through leadership consultation and alignment
Accountable for leveraging process center of excellence supporting the sales segments including territory management and compensation
Assesses and is a key contributor in developing the commercialization tool strategy based on business need
Responsible for implementing controls that will maintain integrity and accuracy of the tool data
Leads continuous improvement and department innovation, proactively identifying and leading critical initiatives aligned to company growth
Leverages KPIs and metrics to track effectiveness, set benchmarks, and ensure the success of the Commercialization sales and the Sales Operations and Enablement Team
Serves as a connection point between sales segment and all supporting enterprise functions including IT, Training, Marketing, Legal, Finance, Customer Service and Customer Onboarding
Manages contracting and financial tracking for various cross sold integrated deals for GPS utilizing tools and processes to optimize efficiencies across GPS
Works closely with sales leadership and the segment sales organization, as well as supporting roles, to understand key sales drivers, provides counsel on enablement tactics, analyzes the marketplace and formulates segment sales execution strategies
Continually assesses segment performance; diagnose and help to lead business solution development
Acts as a point of contact for segment leaders and associates for sales-related issues
Align business objectives across departments in the development of effective sales tools and resources; oversee the operationalization of segment sales strategy through leadership consultation and alignment
Assesses and ensures initiatives are in alignment with overall corporate strategy
Manages support in the development of segment specific collateral and deliverables
Develops and manages the Commercialization sales playbooks and reference materials
Serves as a liaison for vendors/external partners
Accountable for managing project and sales initiative annual budget
Manages sales initiatives for the segment, such as Sales Advisory Council and key sales meetings (i.e. internal sales meetings, Hospital Advisory Board, ASHP, HCP, etc.) or other global meetings as needed
Develops content and meeting strategy, for internal and external sales meetings, including customer meetings, trade shows, conventions and trainings; prepares executive presentations and/or speeches geared toward associates at organizational and sales meetings, town halls and other key sales meetings, as needed
Member of segment management lead team; key participant in strategy development execution for all sales initiatives
Act as segment sales subject matter expert as it relates to interacting with other departments, ensure sales knowledge is embedded and leveraged to key audiences
Make key recommendations for project prioritization and timelines based on segment sales knowledge
Serves within various PMOs as the segment sales enablement lead in support of the business
Regularly spends time with field and inside sales teams to understand realities and collaborates to with Commercial Operations to build sales enablement deliverables to meet their needs
May manage and directs the activities of full and/or part-time associates
Performs related duties as assigned
May act as a project manager on commercialization launch planning but also to support the pharma manufacturer. At times this role may provide billable project management expertise to the pharma customer

Normally requires broad training in fields such as business administration, communications, sales, marketing or similar vocations obtained through completion of Bachelor’s degree program. Master's Degree (MBA or MHA) preferred
Typically requires a minimum of five (5) years related and progressively responsible experience in an operations, marketing and/or sales environment
Experience within the pharmaceutical or healthcare field preferred
Operations experience in pharmacy and/or supply chain preferred
Project management and/or certification preferred.
Prior experience with project management and marketing research
High degree of technical knowledge of principles in sales operations and management, marketing and communications
Extensive experience in go to market strategy, commercial processes, sales programs, operational processes that cross sales segments including territory planning and compensation
Working knowledge of drug distribution business, specifically assigned segments
Well organized with demonstrated success in planning and managing multiple projects simultaneously
Ability to communicate effectively both orally and in writing with sales and management
Demonstrated success in group speaking and presentations
Ability to multi-task and integrate cross functional teams
Able to operate in ambiguity
Excellent interpersonal, leadership and relationship building skills
Ability to synthesize internal client and customer needs into strategies and tactics; keen listener and observer
Comprehensive evaluator with courage of convictions
Thorough knowledge of Cencora’s segments, policies and procedures
Strong organizational skills; attention to detail
Strong analytical skills
Ability to resolve issues efficiently and effectively
Proven ability to drive and enhance company and segment culture

What Cencora offers

We provide compensation, benefits, and resources that enable a highly inclusive culture and support our team members’ ability to live with purpose every day. In addition to traditional offerings like medical, dental, and vision care, we also provide a comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness. This encompasses support for working families, which may include backup dependent care, adoption assistance, infertility coverage, family building support, behavioral health solutions, paid parental leave, and paid caregiver leave. To encourage your personal growth, we also offer a variety of training programs, professional development resources, and opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more. For details, visit https://www.virtualfairhub.com/cencora

Full time

Salary Range*

$121,000 - 186,230

*This Salary Range reflects a National Average for this job. The actual range may vary based on your locale. Ranges in Colorado/California/Washington/New York/Hawaii/Vermont/Minnesota/Massachusetts/Illinois State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.

Equal Employment Opportunity

Cencora 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

Affiliated Companies:

Affiliated Companies: AmerisourceBergen Services Corporation

Director Commercialization Sales Operations

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What Cencora offers

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Equal Employment Opportunity

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