Senior Director National Accounts - Retail

Under general direction of the Vice President, Strategic Partnerships, the Senior Director, National Retail Accounts and Sales Operations actively generates appropriate sales development activity to ensure a healthy pipeline to reach assigned sales goals in the large and leading corporate account business across the US. This role is also responsible for organic growth of existing business through effective cross-selling, up-selling, customer development efforts and contract negotiations. The Senior Director, National Retail Accounts and Sales Operations will have an assigned group of Strategic Account Managers and will manage the performance and development of each direct report. The Senior Director, National Retail Accounts and Sales Operations will be responsible for the day-to-day operational relationship between MWI and Retail accounts, optimizing operational performance and experience, and maintaining Retail Business Unit specific reporting. This person will also develop open communication and planning with relevant departments at MWI, such as finance, accounting, operations etc, to measure and improve efficiency, improve operating income, productivity, and customer satisfaction. The role is also responsible for understanding the pharmaceutical landscape and emerging trends as well as how MWI Animal Health operates and competes in the retail space.

• This role requires up to 40% travel within the United States
• Responsible for identifying and pursuing new business opportunities within Animal Health Retail space
• Manage an assigned team of Strategic Retail Account Managers, including coaching, development, expense control and contract development
• Lead team, individual, performance and focus calls on a regular cadence
• Manages short term and long range financial planning and team budgeting for business unit and account level sales plan
• Successfully develops relationships and works collaboratively with internal MWI/Cencora subject matter experts, as needed, to sell new business and grow existing business
• Work closely with internal stakeholders evaluate new products and services as well as identify new market opportunities
• Responsible for the effective management of rebate payment guidelines; reporting, approving and processing payments based on specific client contract terms
• Monitors corporate account payable balances and works closely with the client as well as with internal stakeholders to ensure that payments are within contract term guidelines
• Provides market trend awareness to senior leaders and provides expertise with the development of programs/offerings to drive growth
• Monitors and analyzes reports and data which are used consistently throughout MWI for measuring profitable sales growth and develops and implements/shifts strategies and removes barriers to ensure success and profitability
• Works closely with Vice President, Strategic Partnerships 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
• Requests or develops customer reporting to meet client needs
• Provides daily, weekly, monthly performance reports related to strategic accounts to internal stakeholders
• Act as Retail Business liaison with IT for project implementation, on-going system maintenance, and other operational functions
• Responsible for business area testing and approval of tasks related to system modifications and enhancements to ERP, EDI and E-Commerce platforms
• Monitor and coordinate project deliverable progress, review, & approval for appropriateness and quality
• 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

Requirements:

• Demonstrated record of value-based selling success
• Thorough knowledge of pharmaceutical distribution for physician 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
• Excellent problem-solving skills: ability to resolve issues effectively and efficiently
• Strong communication skills both written and verbal
• Ability to facilitate meetings and drive discussions for cross-functional teams. Capable of delivering effective presentations, preparing reports, and disseminating information
• Excellent presentation skills
• Effective interpersonal skills sufficient to develop and maintain effective working and business relationships with others
• Working knowledge of computers and key software platforms necessary to operate effectively with company systems and programs

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

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