Director, Commercial Strategy 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.
Position Summary
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.
Sales Strategy & Leadership
- 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.
Team Management & Capability Building
- 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.
Customer & Market Development
- 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.
Cross-Functional Collaboration
- 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.
Commercial Performance Management
- 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).
Other Responsibilities
- 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.
Education & Experience Requirements
- 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.
- High level of German
- Advanced experience with Salesforce and modern CRM-driven sales management.
Preferred
- MBA or advanced degree in a relevant field.
- Background managing commercial transformation or consolidation of multiple regions.
- Experience influencing at C-suite level internally and externally.
- Strong project management capabilities supporting large-scale change.
Key Competencies
- 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
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.
Full time
Affiliated Companies: World Courier Switzerland S.A.
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.
Director, Commercial Strategy 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.
Position Summary
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.
Sales Strategy & Leadership
- 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.
Team Management & Capability Building
- 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.
Customer & Market Development
- 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.
Cross-Functional Collaboration
- 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.
Commercial Performance Management
- 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).
Other Responsibilities
- 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.
Education & Experience Requirements
- 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.
- High level of German
- Advanced experience with Salesforce and modern CRM-driven sales management.
Preferred
- MBA or advanced degree in a relevant field.
- Background managing commercial transformation or consolidation of multiple regions.
- Experience influencing at C-suite level internally and externally.
- Strong project management capabilities supporting large-scale change.
Key Competencies
- 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
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.
Full time
Affiliated Companies: World Courier Switzerland S.A.
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.
