Sales & Marketing Director - DACH

Our team members are at the heart of everything we do. At Cencora, we are united in our responsibility to create healthier futures, and every person here is essential to us being able to deliver on that purpose. If you want to make a difference at the center of health, come join our innovative company and help us improve the lives of people and animals everywhere.

At World Courier, part of the Cencora family, we are united in our purpose of creating healthier futures. As the world’s leading specialty logistics provider for the pharmaceutical, biotechnology and healthcare industries, we ensure life‑saving therapies, clinical trial materials and critical healthcare products reach patients safely and on time across more than 140 countries.

This role leads the commercial structure, ensuring consistent execution, improved efficiency, and high‑performing sales teams across the continent. The Director is responsible for accelerating revenue growth, expanding strategic accounts, strengthening field sales capability, and driving a customer‑centric, data‑led commercial organization. The role focuses heavily on sales leadership, revenue generation, pipeline expansion, and strategic account development, with marketing support activities only as needed for commercial enablement.

• Leads and integrates the sales teams DACH into a high‑performing commercial organization.
• Develops and executes the sales strategy aligned with global commercial objectives and regional market realities.
• Drives growth in existing and new markets by strengthening field sales execution, improving productivity, and leveraging data‑driven insights.
• Ensures consistent application of global sales processes, including opportunity management, forecasting, and performance tracking.
• Leads the sales forecasting cycle, target setting, and commercial planning.

• Manages Sales Managers, Business Development Managers, and facilitates the coordination with the Strategic Account leads across DACH.
• Develops talent through coaching, performance management, and capability‑building programs.
• Strengthens field sales capability, shifting teams toward proactive, consultative, and hunter‑oriented selling behaviors.
• Supports sales training initiatives and collaborates with HR and Sales Excellence to elevate commercial skills.

• Directly manages selected key accounts at strategic level and escalates major commercial negotiations.
• Builds strong relationships at senior levels within customer organizations (up to C‑suite) to ensure retention, growth, and differentiation.
• Identifies regional market trends and competitive shifts; adapts commercial strategies accordingly.
• Facilitates knowledge sharing and cross‑regional collaboration on strategic accounts.

• Works closely with Global Sales, Operations, Strategic Accounts, and Sales Operations teams for seamless commercial execution.
• Partners with marketing leadership only to support commercial enablement (tools, collateral, campaigns), without direct ownership of marketing strategy.
• Ensures alignment with global pricing, solution design, and service delivery frameworks.

• Monitors KPIs to measure new business development, account management success, field sales productivity, and pipeline health.
• Ensures adherence to commercial policies, expense management, pricing governance, and fiduciary controls.
• Supports commercial transformation initiatives and the adoption of global tools (e.g., Salesforce).

• Represents the DACH commercial organization in global sales leadership forums.
• Leads change management across both legacy regions to ensure unified processes, behaviors, and expectations.
• Travels up to 50% within DACH and occasionally globally.

• 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…