Senior Director, Business Development, Alloga Europe

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Job Details

Summary

Alloga, part of Cencora, is a leading provider of pharmaceutical warehouse and distribution services. We are committed to improving the lives of people and animals across the globe, ensuring the highest standards of quality and service.

The Senior Director, Business Development will be responsible for leading the business development function responsible for sales of 3PL services across Europe. This role will be reporting to VP, Global Commercialization, Alloga and ICS.

Key Responsibilities

Commercial Strategy and Business Growth

1. Establish the unified value proposition and communicate it to customers.
2. Develop a pipeline of new opportunities across various customer segments in key geographies (e.g., in-country, pan-European, specialty, traditional, etc.)
3. Enable cross-selling across 3PL geographies and with other Cencora businesses.
4. Enhance understanding of the competitive landscape across key geographies.
5. Initiate development of new services based on the needs identified during client conversations.
6. Meet regularly with existing and prospective key customers and provide leadership to BD teams in securing and building business partnerships with their selected customer base.
7. Work closely with the Marketing function on relevant topics, including lead generation and participation in industry events.

Efficiency and Integration

1. Develop standardized approaches and tools across business development teams and roll them out across key geographies.
2. Ensure cross-market collaboration and design a set of KPIs to track performance across geographies and centrally.
3. Streamline the pricing model across geographies (where applicable).
4. Enable transparency for all business development activities across geographies.
5. Work closely with the Finance function to ensure consistency in reported numbers and cost models.
6. Engage with the Key Account Management team to support sales activity within the existing client base.

Stakeholder Management and Reporting

1. Ensure coordination with a broad set of stakeholders across IBG and Cencora, including global functions.
2. Establish regular reporting to senior leadership on the commercial team performance.
3. Own Business Development portion of Monthly Business Review report for 3PL business to senior leadership.

Team Management

1. Build the business development vertical across Europe with a unified vision and culture.
2. Manage the central business development team.
3. Set the goals for business development teams and establish performance tracking processes.
4. Establish the succession planning process within the team.
5. Ensure professional development for the team.

Experience and Educational Requirements

An undergraduate degree in fields such as business administration, sales, or marketing with a Master of Business Administration preferred. Requires substantial directly related and progressively responsible experience in a global or regional leadership/sales management capacity.

The ideal candidate will have significant experience leading new business development activities within logistics and supply chain. Specific 3PL/contract logistics and/or pharmaceutical/healthcare experience is strongly preferred.

Minimum Skills, Knowledge & Ability Requirements

1. An effective leader with a strong track record of developing high performing sales teams and displaying a genuine concern for the fullest professional and personal development of individual contributors to assure accessing their fullest potential.
2. Ability to direct activities of others, including coaching, training, guiding, developing, and managing.
3. Ability to work in a matrix organization and with global, regional, and country management.
4. Strong interpersonal skills sufficient to develop and maintain cooperative working and business relationships with others.
5. Strong knowledge of sales management, sales planning and goal setting, successful strategic and consultative selling techniques, and related information.
6. Knowledge of marketing including experience with CRM (preferably Salesforce.com) and marketing automation as well as customer segmentation.
7. Excellent presentation skills and strong written and verbal communication skills. Effective personal stature and presence, self-assured and relaxed, articulate and capable of communicating formally and informally at all levels of the organization.
8. Ability to predict and interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace.
9. Strong data including financial data acumen with the ability to interpret and direct analysis on broad internal and external commercial data to develop action plans based on the key identified trends and performance indicator tracking.
10. Exceptional project management skills, including the ability to effectively deploy resources and manage multiple projects of various diverse scopes in a cross-functional environment.

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