Alliance Healthcare
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:
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:
- 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.
- 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.
- 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.
- 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.
- 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 expand business opportunities.
- Gather and share market intelligence to inform solution development and prioritisation. Continuously update knowledge of external market trends, competitor strategies, and evolving customer needs.
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Knowledge, Skills and Experience Required:
- 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:
- 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.
Key Dimensions:
- 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
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Additional Information:
- 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.
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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
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.
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