Sales & Marketing Director - DACH

Chez AmerisourceBergen, vous trouverez une culture innovante et collaborative, axée sur le patient et soucieuse de faire la différence. En tant qu’organisation nous sommes unis par notre responsabilité d’œuvrer pour des vies plus saines. Joignez-vous à nous et postulez dès aujourd’hui!

Ce que vous ferez

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

Cette fonction dirige la structure commerciale, garantissant une exécution cohérente, une efficacité améliorée et des équipes de vente performantes à travers le continent. Le Directeur est responsable de l'accélération de la croissance des revenus, de l'expansion des comptes stratégiques, du renforcement de la capacité de vente sur le terrain et de la conduite d'une organisation commerciale centrée sur le client et guidée par les données.

Essential Duties & Responsibilities

• 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

Ce qu’Cencora offre

Nous offrons une rémunération globale concurrentielle. Notre engagement envers nos associés comprend l’offre de programmes d’avantages sociaux complets, diversifiés et conçus pour répondre aux divers besoins de l’ensemble de nos associés. Grâce à notre présence mondiale et nos diverses unités commerciales, nous avons une approche équilibrée des avantages que nous offrons. De nombreux avantages sociaux sont payés par l’entreprise, tandis que d’autres sont offerts par les cotisations des associés. Les offres d’avantages sociaux spécifiques peuvent varier selon l’emplacement, le poste ou l’unité d’affaires.