Hospital Commercial Account Manager

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Job Details

Job Description

Job Title: Commercial Account Manager (CAM)

Department: Hospitals Channel

Location: Field Based – Defined geographical territory

Reports To: Head of Hospitals

Grade: 5

Job Purpose: (This is a brief description of the role and how it contributes to the performance of the organisation)

As a Commercial Account Manager, you will be instrumental in advancing AHDL’s commercial objectives within the Hospitals Channel customer base, (consisting of public sector; NHS trusts and procurement hubs, private sector and other non-public organisations). Your primary focus will be on strengthening customer relationships, improving profitability of customer base and fostering deeper strategic engagement to drive business growth.

Principal Accountabilities: (These are the “significant chunks” of the role and there should be no more than 6-8 principal accountabilities for a role)

1.Achieve territory growth targets in volume, gross profit, and related targets within wholesale for the defined customer base, in alignment with company objectives and Hospital team requirements.

Protect existing wholesale income while driving new income by maximising growth opportunities and added value services.

2.Develop and implement a tailored commercial strategy for strategic / focus customers, covering key product categories (e.g., generics) and leveraging opportunities across Cencora group-wide companies, alongside appropriate added value and innovative services.

Lead commercial terms and contract negotiations with customers, working closely with legal and finance teams to ensure alignment and compliance. Influence NHS stakeholders to choose AHDL products and services. Ownership of NHS framework discussions and renewals, including commercial proposals and legal negotiations where appropriate

Create specific, measurable, achievable, relevant, and time-bound (SMART) account plans, regularly monitoring performance against expectations and adjusting strategies to improve outcomes or adapt to changing circumstances.

3.Through regular face to face visits, build and nurture strong relationships with key stakeholders within each customer, creating a platform for deeper strategic engagement and ensuring a detailed understanding of stakeholder satisfaction with AHDL services. Understand customer needs and identify opportunities to leverage AHDL’s strengths, fostering impactful partnerships

4.Deliver excellent account management focused on KPI service excellence and customer satisfaction.

Collaborate with internal business functions such as HAS, Customer Services, Ops Interface, and Finance to promptly resolve customer issues.

Ensure adherence to contract obligations and provide customers with appropriate KPI reporting and service data

5.Work with the Head of Strategic Partnerships to promote service innovations and identify opportunities for business growth within customer base. Support in delivering initiatives that drive service innovation and business opportunities

6.Gather and share market intelligence to inform solution development and prioritisation. Continuously update knowledge of external market trends, competitor strategies, and evolving customer needs

Knowledge, Skills and Experience Required: (Please detail the level of educational qualification, previous experience (not to be expressed in number of years) (including any relevant industry sectors/organisations required by the role).

Educated to degree level or equivalent

Ability in problem-solving and commercial negotiation

Experience of working with people at all levels of an organisation

Clear and concise written and verbal communication skills

Extensive commercial experience and thorough understanding of the NHS

Strong interpersonal skills - excellent planning, organisation, and time management skills

Essential Requirements: (Skills, training, qualifications, knowledge and prior experience without which the job holder could not perform this role – this includes internal training courses which are mandatory for job holders)

Proficient in Microsoft tools including Excel, PowerPoint, Word and Teams

Thorough understanding of the pharmaceutical market

Understanding of NHS Procurement processes

Proven track record of sales & business management success

Excellent business acumen, demonstrating good analytical, planning, and organisational skills

Self-starter and effective problem solver- responsible for own actions and results

Strong influence/negotiation skills and relationship management capabilities, and excellent communication and interpersonal skills.

Flexible with a proven ability to adapt to new challenges.

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Key Dimensions: (These are the key metrics that “size” the role – number of direct reports, budgetary responsibility, turnover of area/branch etc)

Deliver hospital channel yearly sales targets

Management of commercial engagement activity with customer base to drive AH profit, achieve targets and develop relationships.

Identify and deliver service innovations to retain and grow partnership

Additional Information: (Please outline here any other factors related to the role that are important to identify, for example the requirement to travel on a regular basis)

Attend team meetings & sales briefing when required

Attend exhibitions and conferences to promote services (occasionally when required)

Resides within the geographical area of responsibility.

Overnight stays

Full UK driving licence

All staff are expected to understand the principles of Good Distribution Practice of Medicinal Products for Human Use (2013/C 343/01) which is reflected in our SOP – REF Chapter 1 AHDL GDP 1.1. It will be a requirement for all staff to be trained in this SOP and have a periodic refresher. All other GDP training will be job specific and as per your personal training matrix.

7. Planning and Organising

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

Affiliated Companies: Alliance Healthcare Management Services Limited

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