Descripción de la oferta
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Job Details
This role is in support of Cencora's third party logistics service in Europe operating through our Alloga business.
Job Purpose
Operating Globally, the purpose of this role is to grow the Alloga service brand for logistics and distribution of pharmaceutical products across Europe, identifying, developing and sustaining key relationship with pharmaceutical manufacturers to achieve sales targets.
The Regional Business Development Senior Manager role is pivotal to the growth and strategic development of the Alloga service brand for logistics and pharmaceutical distribution across Europe. This position combines operational business development responsibilities to grow 3PL business across all geographies in Europe, with strategic support to the Senior Director of Business Development to drive harmonized processes, enhance value propositions, and strengthen collaboration across geographies and Cencora brands.
Operating within the central Alloga BD team, the role will focus on driving incremental revenue of business through a professional, consultative and proactive sales activity directed at decision-makers and decision influencers at pharmaceutical manufacturers, labs, and healthcare companies; identifying, developing, and sustaining relationships at regional and global levels to grow and expand 3PL business. The role will also support cross-country collaboration, senior management reporting, and alignment of business development activities with broader organizational goals.
Job Context
The central Alloga team is within the International Business Group (IBG) division of Cencora. The team centrally ensures the delivery of services in multiple markets across Europe and globally for pharmaceutical commercial distribution and works closely with each of the service functions and partner companies within the wider business.
The Regional Business Development Senior Manager will sit in the central Alloga team. The role will work closely with the Senior Director of Business Development, country-level Business Development teams, other central functions, and other Cencora business units, to deliver incremental revenue and value-added services.
This position is designed to support the Senior Director in harmonizing processes, driving cross-country collaboration, and positioning Alloga as a preferred provider for pharmaceutical logistics and distribution services.
Key Responsibilities
Strategic Business Development
Build robust relationships with specific pre-targeted pharmaceutical manufacturers to build a pipeline of new opportunities. This will involve working closely with the Senior Director of Business Development to agree segmentation and prioritization.
Collaborate with the Senior Director to harmonize processes across geographies and enhance the unified value proposition for pan-European customers.
Position Alloga as a preferred provider for logistics, transport, and value-added services, including secondary packaging, order-to-cash, and product title outsourcing.
Develop and execute a targeted account strategic plan with priority manufacturers for development, to identify and secure opportunities with multi-country or global scope.
Support the Senior Director in driving cross-country collaboration and securing buy-in from country-level P&L owners on central team initiatives and activities.
Grow own understanding of the regulatory and working environment in the pharmaceutical and healthcare supply chain sector, anticipating new services opportunities for the group.
Work in a matrix structure to support developing solutions to meet and exceed complex customer requirements, which will include considerable internal networking. This will require quickly building relationships with key internal stakeholders.
Operational Sales Activities
Develops and executes sales plan.
Identify, quote and win new business opportunities, prioritizing those that involve multiple countries or global scope.
Sell logistics, transport, and added value services, which will include close working with both country/central services teams and commercial leads across the whole Cencora organization.
Orchestrates Request for Proposal (RFP) strategy calls, develops client proposals, prepares client presentations, and negotiates and closes contracts.
Secure and review RFP details provided by clients to ensure effective preparation of project proposals.
Drive consultative sales efforts, including cold calls, client visits, and database management.
Lead bid-defense preparation and delivery, ensuring alignment with strategic goals.
Ensures client satisfaction through periodic client contact; report and develop recommendations to address client dissatisfaction and respond to all client requests.
Support for Senior Director
Provide strategic and operational support to the Senior Director, including senior management reporting and preparation of Monthly Business Review reports for 3PL business.
Assist in developing standardized approaches and tools for business development activities across geographies.
Help align business development teams across countries with diplomacy and collaborative leadership.
Support the development of new services based on client needs and market trends.
Cross-Functional Collaboration
Work closely with country-level and central marketing teams to position Alloga as a major player in pharmaceutical logistics and distribution.
Collaborate with finance teams to ensure consistency in reported numbers and cost models.
Align closely with key account management teams to support sales activities within the existing client base.
Work and align closely with other Cencora units (World Courier, Pharmalex, Alcura,…) to support cross-selling.
Leadership and Relationship Building
Build relationships with internal stakeholders across IBG and Cencora global functions to ensure alignment on strategic goals.
Represent Alloga at industry events, conferences, and forums to enhance visibility and generate leads.
Key Skills and Competencies
Demonstrable individual and team track record of success in delivering new business development through the creation of client value propositions
Demonstrable consultative selling experience in supporting large scale revenue in the Pharma Human and Animal care, Biotech, Medical Devices, Life Sciences industries
Excellent interpersonal skills, able to create and leverage relationships effectively, as well as engage and influence particularly at a senior level, in order to manage and fully integrate with Operations, Finance, and Marketing, and follow-up to expand relationships and business opportunities
Cross-functional working and a strong team player, used to sharing ideas and working collaboratively but with the strong motivation and ability to work independently
Evidence of both, structured thinking and planning ability that results in tangible outputs and delivery of targets
A demonstrable strong track record of year-on-year success within a solution based selling environment coupled with evidence of the development and implementation of value-based propositions
Self-motivated, results-driven, able to work on own initiative and under pressure, managing a demanding workload, prioritising effectively and adapting accordingly to an often fast-paced, dynamic environment
Advanced negotiation skills
Excellent presentation, written, and verbal communication skills
Strong data acumen, including financial analysis and reporting
Strategic thinking and problem-solving
Consultative and proactive sales approach
Diplomacy and relationship-building in a multicultural environment
Full English language working competency
Additional European language skills preferred but not essential
Driving license
People leadership experience would be advantageous
Education
Degree level (Bachelor or above) (or equivalent) qualification in business administration, economics, sales, marketing, or a related field
Additional specific Sales related and/or Supply Chain trainings/certifications would be advantageous
Experience
Significant relevant experience in business development and consultative selling, preferably within logistics, healthcare, biotech, medical devices, life sciences, or pharmaceutical sectors, ideally in a complex solutions driven consultancy environment, and proven track record in developing mid to high level business contacts.
Significant Experience in Logistics, Supply Chain, Transportation, 3PL/contract logistics ideally.
A demonstrable track record of business success with a strong focus on sales together with excellent interpersonal skills, credibility and relationship building skills needed to operate at all levels within Cencora and client companies.
Understanding of the Pharma and Healthcare industry dynamics and the challenges faced by pharmaceutical companies.
Experience of mobilising, motivating and inspiring colleagues around a client requirement.
Travel / Location
The role is based in Europe.
Travel will be required, including non-European destinations, depending on business opportunities.
What Cencora offers
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.
Affiliated Companies
Full time Affiliated Companies: Alliance Healthcare Management Services (Nederland) BV
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.
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