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. Apply today!

Job Details

This job profile description is a standardized, non-contractual reference description and global reference tool provided for organizational consistency and talent architecture purposes across Cencora. It does not alter actual job duties, responsibilities, reporting lines, working conditions, grading, compensation, or other essential terms and conditions of employment. Actual duties and responsibilities may vary based on business needs, local requirements, and operational practices. Where a team member's role is governed by an employment agreement, local terms and conditions, prior job description or collective bargaining agreement, those documents shall prevail in case of any inconsistency.

Mandatory local laws shall also prevail. Leads pursuit strategies, value proposition development, and deal shaping activities to strengthen competitive positioning and improve conversion outcomes. Oversees pipeline health, opportunity prioritization, and forecasting routines to improve visibility, decision-making, and resource alignment. Develops and executes business development plans that align growth priorities, target markets, and commercial objectives. Identifies and advances new business opportunities through market analysis, customer engagement, and strategic relationship development.

Partners with sales, marketing, product, operations, and other stakeholders to translate market opportunities into executable growth plans. Negotiates and manages complex commercial discussions with prospective customers, partners, or other external parties to support business expansion. Manages team priorities, performance expectations, and capability development to sustain effective business development execution.

Job Purpose

To secure new profitable business to agreed targets in a hypergrowth scenario. To identify potential new clients within the Healthcare target market sectors and to manage RFPs where we are invited and manage business opportunities from initial lead generation through to implementation.

Key Tasks

Responsible for own lead generation and appointment setting also accountable for client proposals, contracts, and any further documentation as well a successful implementation together with other responsible departments (e.g. IT, Finance and Solution Design)
Build quotations for potential clients, negotiate, and optimize profitability and organizational fit.
Follow the Cencora 3PL Germany-Austria-Switzerland tendering process (bid/no bid), to ensure timely response to tenders and requests for information
To present Cencora 3PL Germany-Austria-Switzerland to potential clients through direct communications in face-to-face meetings, Teams/telephone calls and emails
Assist in the ongoing development, management and reporting of the Business Development pipeline of opportunities (CRM tool – Salesforce RevX)
Assess client data and prepare appropriate cost models for sign-off by the Managing Director
Conduct and conclude contractual negotiations and ensure that any deviations to our standard templates are agreeable and workable for our business
Involvement in collaboration with Group Companies on specific tenders or New Client projects
Follow Company procedures, and particularly those for Business Development
Ensure that work activities are in line with the Company policies/standards at all times
To research, identify and develop good, close contacts with relevant decision makers in target companies capable of becoming Clients for Cencora 3PL Germany-Austria-Switzerland
To maintain a network of potential client contacts and have knowledge relating to those businesses and their development
Identify critical dates and events and proactively communicate with potential new clients to maintain an ongoing relationship
Plan for and carry out potential new Client meetings, either at Cencora 3PL Germany-Austria-Switzerland or the Clients’ premises. Travel will be an occasional factor and is predominantly Germany-Austria-Switzerland with some overnight stops.
Contribute to the Cencora 3PL Germany-Austria-Switzerland Library of Market Intelligence and data to support tenders for new business
To effectively interact with other departments within Cencora 3PL Germany-Austria-Switzerland to ensure a successful handover to operations of new clients following the initial Implementation meeting
To ensure that all contact with clients is professional and responsive to their needs
Play a key role in the production of accurately costed solutions in accordance with company framework
Understand the importance of and respect all training including SOPS which are assigned to this role and that it is completed in a timely manner in accordance with company procedures, management and client instructions and feedback to your Manager/Supervisor if any issues with training arise
To carry out any reasonable requests as determined by Management
Comply with all applicable Standard Operating Procedures and Training Manuals in order to ensure activities are performed in compliance with relevant requirements of GDP, GMP (as applicable) and any ISO certifications held by the company.

Competencies

Excellent communicator both verbally and written in German and English language
High degree of numeracy and literacy, with excellent Excel skills
Understand contract law and understand the possible costs and consequences of concessions
Ability to navigate and complete on-line tools and other RFP complexities
Working accurately and to tight deadlines, with a sense of urgency
Proven ability to work alone and unsupervised, and able to initiate action
Successful track record of converting “cold call” leads to business wins
Strong process, project management and co-ordination abilities
Comfortable in ability to present to senior people, both internally and externally
Ability to discuss strategic and sensitive issues
Build and maintain excellent relationships with colleagues and clients

Personal Attributes

Flexible approach to work and comfortable with travelling occasionally
Able to plan and prioritize effectively
Confident, enthusiastic with excellent interpersonal skills
Uses initiative and judgement effectively to make correct decisions
The ability to handle and meet multiple deadlines
Attention to detail
Excellent time management and organization
A very strong negotiator and communicator, highly influential and convincing
Natural drive and tenacity
Team player

Knowledge, Skills, and Experience Required

Ideally educated to Degree Standard
Experience in developing contract backed logistics solutions, incorporating warehousing and transport operations, preferably in pharmaceuticals or associated healthcare
Working knowledge of NHS and Government contracts including tender portals
Sales and Business Development experience, including pinpointing and converting new Clients
Understanding of supply chain concepts
Understand the costs and nuances of legal, operational, and economic challenges raised by potential clients
Highly competent in standard office computer packages including CRM with excellent presentation skills
A sound knowledge of Good Distribution Practice
Trained in all relevant SOPs in 3 months

Key Working Relationships

Cencora 3PL Business Development Team
Cencora 3PL Germany-Austria-Switzerland Leadership Team
Cencora 3PL Germany-Austria-Switzerland Operations, Finance, Client Account Team / Customer Service Specialists
Target Clients
Group/Divisional interaction as required

Limits of Authority

Discipline in line with Company Procedure

Requirements

Bachelor’s degree in business administration, marketing, finance, communications, or a related field required.
Master’s degree in business administration, marketing, strategy, or a related field preferred.
10+ years of experience in business development, sales, commercial strategy, market expansion, or a related field required.
5+ years of experience in management capacity required.
Certification in sales management, strategic account management, or commercial leadership, or equivalent preferred.

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: Cencora 3PL Germany GmbH

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 [email protected]. We will make accommodation determinations on a request-by-request basis. Messages and emails regarding anything other than accommodations requests will not be returned

Head of Business Development @ Cencora

About this role