Regional Business Development Senior Manager, Alloga Europe

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Job Details

This role is in support of Cencora's third party logistics service in Europe operating through our Alloga business.

Job Purpose

Operating Globally, the purpose of this role is to grow the Alloga service brand for logistics and distribution of pharmaceutical products across Europe, identifying, developing and sustaining key relationships with pharmaceutical manufacturers to achieve sales targets.

The Regional Business Development Senior Manager role is pivotal to the growth and strategic development of the Alloga service brand for logistics and pharmaceutical distribution across Europe. This position combines operational business development responsibilities to grow 3PL business across all geographies in Europe, with strategic support to the Senior Director of Business Development to drive harmonized processes, enhance value propositions, and strengthen collaboration across geographies and Cencora brands.

Operating within the central Alloga BD team, the role will focus on driving incremental revenue of business through a professional, consultative and proactive sales activity directed at decision-makers and decision influencers at pharmaceutical manufacturers, labs, and healthcare companies; identifying, developing, and sustaining relationships at regional and global levels to grow and expand 3PL business. The role will also support cross-country collaboration, senior management reporting, and alignment of business development activities with broader organizational goals.

Job Context

The central Alloga team is within the International Business Group (IBG) division of Cencora. The team centrally ensures the delivery of services in multiple markets across Europe and globally for pharmaceutical commercial distribution and works closely with each of the service functions and partner companies within the wider business.

The Regional Business Development Senior Manager will sit in the central Alloga team. The role will work closely with the Senior Director of Business Development, country-level Business Development teams, other central functions, and other Cencora business units, to deliver incremental revenue and value-added services.

This position is designed to support the Senior Director in harmonizing processes, driving cross-country collaboration, and positioning Alloga as a preferred provider for pharmaceutical logistics and distribution services.

Key Responsibilities

Strategic Business Development

• Build robust relationships with specific pre-targeted pharmaceutical manufacturers to build a pipeline of new opportunities, working closely with the Senior Director of Business Development to agree segmentation and prioritization.
• Collaborate with the Senior Director to harmonize processes across geographies and enhance the unified value proposition for pan-European customers.
• Position Alloga as a preferred provider for logistics, transport, and value-added services, including secondary packaging, order-to-cash, and product title outsourcing.
• Develop and execute a targeted account strategic plan with priority manufacturers for development, to identify and secure opportunities with multi-country or global scope.
• Support the Senior Director in driving cross-country collaboration and securing buy-in from country-level P&L owners on central team initiatives and activities.
• Grow own understanding of the regulatory and working environment in the pharmaceutical and healthcare supply chain sector, anticipating new services opportunities for the group.
• Work in a matrix structure to support developing solutions to meet and exceed complex customer requirements, which will include considerable internal networking and quickly building relationships with key internal stakeholders.

Operational Sales Activities

• Develop and execute sales plans.
• Identify, quote, and win new business opportunities, prioritizing those that involve multiple countries or global scope.
• Sell logistics, transport, and added value services, working closely with both country/central services teams and commercial leads across the Cencora organization.
• Orchestrate Request for Proposal (RFP) strategy calls, develop client proposals, prepare client presentations, and negotiate and close contracts.
• Secure and review RFP details provided by clients to ensure effective preparation of project proposals.
• Drive consultative sales efforts, including cold calls, client visits, and database management.
• Lead bid-defense preparation and delivery, ensuring alignment with strategic goals.
• Ensure client satisfaction through periodic client contact; report and develop recommendations to address client dissatisfaction and respond to all client requests.

Support for Senior Director

• Provide strategic and operational support to the Senior Director, including senior management reporting and preparation of Monthly Business Review reports for 3PL business.
• Assist in developing standardized approaches and tools for business development activities across geographies.
• Help align business development teams across countries with diplomacy and collaborative leadership.
• Support the development of new services based on client needs and market trends.

Cross-Functional Collaboration

• Work closely with country-level and central marketing teams to position Alloga as a major player in pharmaceutical logistics and distribution.
• Collaborate with finance teams to ensure consistency in reported numbers and cost models.
• Align closely with key account management teams to support sales activities within the existing client base.
• Work and align closely with other Cencora units (World Courier, Pharmalex, Alcura, etc.) to support cross-selling.

Leadership and Relationship Building

• Build relationships with internal stakeholders across IBG and Cencora global functions to ensure alignment on strategic goals.
• Represent Alloga at industry events, conferences, and forums to enhance visibility and generate leads.

Key Skills and Competencies

• Demonstrable individual and team track record of success in delivering new business development through the creation of client value propositions.
• Consultative selling experience in supporting large scale revenue in the Pharma Human and Animal care, Biotech, Medical Devices, and Life Sciences industries.
• Excellent interpersonal skills, able to create and leverage relationships effectively, as well as engage and influence at a senior level, to manage and fully integrate with Operations, Finance, and Marketing, and follow-up to expand relationships and business opportunities.
• Cross-functional working and a strong team player, used to sharing ideas and working collaboratively but with the motivation and ability to work independently.
• Evidence of structured thinking and planning ability that results in tangible outputs and delivery of targets.
• Strong track record of year-on-year success within a solution-based selling environment, with evidence of the development and implementation of value-based propositions.
• Self-motivated, results-driven, able to work on own initiative and under pressure, managing a demanding workload, prioritising effectively and adapting to a fast-paced, dynamic environment.
• Advanced negotiation skills.
• Excellent presentation, written, and verbal communication skills.
• Strong data acumen, including financial analysis and reporting.
• Strategic thinking and problem-solving.
• Consultative and proactive sales approach.
• Diplomacy and relationship-building in a multicultural environment.
• Full English language working competency; additional European language skills preferred but not essential.
• Driving license.
• People leadership experience would be advantageous.

Education

• Degree level (Bachelor or above) or equivalent qualification in business administration, economics, sales, marketing, or a related field.
• Additional specific sales-related and/or supply chain trainings/certifications would be advantageous.

Experience

• Significant relevant experience in business development and consultative selling, preferably within logistics, healthcare, biotech, medical devices, life sciences, or pharmaceutical sectors, ideally in a complex solutions-driven consultancy environment, and proven track record in developing mid to high level business contacts.
• Significant experience in logistics, supply chain, transportation, 3PL/contract logistics ideally.
• Demonstrable track record of business success with a strong focus on sales, excellent interpersonal skills, credibility, and relationship building skills needed to operate at all levels within Cencora and client companies.
• Understanding of the Pharma and Healthcare industry dynamics and the challenges faced by pharmaceutical companies.
• Experience of mobilising, motivating, and inspiring colleagues around a client requirement.

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.

Affiliated Companies

Affiliated Companies: Alliance Healthcare Management Services (Nederland) BV