Strategic Commercial Lead - PL

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This role is in support of Cencora's third party logistics service in the US operating through our ICS business.

SUMMARY:

Under general direction of senior commercial leadership, this role supports revenue growth and commercial execution within the pharmaceutical 3PL business. The position is designed to drive visible commercial traction by improving discipline, rigor, and consistency across the sales cycle while operating collaboratively within existing teams.

RESPONSIBILITIES:

Commercial Strategy and Business Growth

• Support development and communication of a unified pharmaceutical 3PL value proposition.

• Build and manage a multifaceted pipeline of new opportunities across priority customer segments and geographies.

• Enable cross-selling across 3PL geographies and adjacent Cencora businesses.

• Maintain awareness of competitive landscape and market dynamics.

• Identify opportunities for new or enhanced services based on customer discussions.

• Meet regularly with existing and prospective customers and support BD teams in advancing opportunities.

• Partner with Marketing on lead generation initiatives and industry event participation.

Commercial Discipline, Efficiency, and Integration

• Introduce standardized commercial approaches and tools to improve consistency across pursuits.

• Support definition and tracking of core commercial KPIs.

• Contribute to high-quality, consistency and commercial modeling efforts where applicable.

• Improve transparency of BD activity through structured pipeline reporting, dashboards, and business reviews.

• Work closely with Finance to align pricing assumptions, cost models, and reporting for Cell and Gene - CGT programs.

• Support Key Account Management teams on new expansion opportunities within existing accounts.

• Enable greater data transparency for larger implementations and transition development timelines.

Stakeholder Management and Reporting

• Ensure coordination with broad set of stakeholders across IBG and Cencora, including global functions. Provide regular updates to senior leadership on pipeline and active pursuits.

• Contribute to monthly and quarterly business review materials.

Team Enablement (Non-People-Manager)

• Reinforce expectations around preparation, rigor, and accountability within BD teams.

• Provide informal coaching and support on deal structure and executive engagement.

EXPERIENCE:

• Bachelor's degree in business, sales, marketing, supply chain, or related field required; MBA preferred.

• 7-12 years of progressive experience in commercial, business development, or sales roles.

• Experience in logistics, 3PL, contract logistics, and/or pharmaceutical or healthcare services strongly preferred.

• Demonstrated ability to manage complex pursuits and influence stakeholders in a matrixed organization.

MINIMUM SKILLS AND KNOWLEDGE:

• 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.

• Ability to direct activities of others, including coaching, training, guiding, developing, and managing.

• Ability to work in a matrix organization and with global, regional and country management.

• Strong interpersonal skills sufficient to develop and maintain cooperative working and business relationships with others.

• Strong knowledge of sales management, sales planning and goal setting, successful strategic and consultative selling techniques, and related information.

• Knowledge of marketing including experience with CRM (preferably ) and marketing automation as well as customer segmentation.

• Excellent presentation skills and strong written and verbal communication skills. Effective personal stature and presence, self-assured and relaxed, articulate and capable…