Sr Dir - Sales

Position Summary

Under the strategic direction of the Vice President, Global Sales, the American Sales Sr. Director leads all commercial activities across the Americas. The Director is responsible for accelerating revenue growth, expanding strategic accounts, strengthening field sales capability, and driving a customer‑centric, data‑led commercial organization.

• Sales Strategy & Leadership – Leads and integrates the sales teams across LATAM & North America into a single high‑performing regional commercial organization. Develops and executes the Americas sales strategy aligned with global objectives and local market realities, drives growth in existing and new markets, and ensures consistent application of global sales processes.
• Team Management & Capability Building – Manages Sales Managers, Business Development Managers, and Strategic Account leads across the Americas, develops talent through coaching and performance management, and strengthens field sales capability toward proactive, consultative, hunter‑oriented selling.
• Customer & Market Development – Directly manages selected key accounts at the strategic level, builds strong senior‑level relationships, identifies regional market trends, and facilitates knowledge sharing across regions.
• Cross‑Functional Collaboration – Works closely with Global Sales, Operations, Strategic Accounts, and Sales Operations teams, partners with marketing leadership for commercial enablement, and ensures alignment with global pricing and solution design frameworks.
• Commercial Performance Management – Monitors KPIs for new business development, account management success, field sales productivity, and pipeline health; ensures adherence to commercial policies, expense management, and pricing governance.
• Other Responsibilities – Represents the Americas commercial organization in global sales leadership forums, leads change management across legacy regions, and travels up to 50% within North America & LATAM and occasionally internationally.

• Required:
  
  Bachelor's degree in Business, Sales, Marketing, or related field.
• 15+ years of progressive sales leadership experience in complex, multi‑country organizations.
• At least 5 years of P&L or commercial financial ownership.
• Deep understanding of specialty logistics, pharma services, or highly regulated supply chain environments.
• Strong commercial acumen, including margin management, pricing, and solution selling.
• Demonstrated ability to lead dispersed teams across multiple countries.
• Executive presence and excellent communication and negotiation skills.
• Advanced experience with Salesforce and modern CRM‑driven sales management.
• Preferred: MBA or advanced degree in a relevant field, experience managing commercial transformation or consolidation of multiple regions, and strong project management capabilities.

• Strategic sales leadership
• Consultative and solution‑selling excellence
• Commercial & financial acumen
• Cross‑cultural leadership
• Complex stakeholder management
• Coaching & talent development
• Strong analytical and planning skills
• Collaboration and influencing across functions
• Ability to operate at both strategic and hands‑on levels

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 offer a comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness, including backup dependent care, adoption assistance, infertility coverage, family‑building support, behavioral health solutions, paid parental leave, and paid caregiver leave.

We also offer training programs, professional development resources, mentorship opportunities, employee resource groups, volunteer activities, and more.

Full time: $93,500–187,000 (National average; varies by location)

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. All matters related to recruiting, training, compensation, benefits, promotions and transfers comply with equal‑opportunity principles and are non‑discriminatory. Cencora also provides reasonable accommodations to individuals with disabilities during the employment process consistent with legal requirements.

For accommodation requests, please call  or email