Enterprise Account Executive

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.

What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.

The Enterprise Account Executive (EAE) is responsible for managing the overall customer relationship to include day-to-day customer activities, renewals and issue resolution for assigned accounts. Enterprise Account Executive is also responsible to qualify, collaborate with Enterprise subject matter experts and to drive new Enterprise Solutions through contracting & customer implementation.  Secure and document customer’s realized return on investment (ROI) and value of new solutions. Portfolio of customers to include IDN’s and Health Systems within designated customer class.  Primary focus will be to renew all IDN/Health System customers working with VP of Renewal & Field Leadership team.  The Account Executive may also support Business Development Team in designated areas.         

Key Responsibilities

Territory Management

• McKesson central point of contact Enterprise wide with responsibility to coordinate/facilitate/collaborate internally from an Enterprise lens on behalf of customer to ensure total customer satisfaction and loyalty to McKesson 

• Managing the customer lifecycle

• Quarterly Financial Impact (i.e. Scorecard) with decision makers 

• Enterprise Scorecard   

• Create and manage agenda driven customer meetings

• Consistent call schedule and documentation within SFDC

• Visibility to build & enhance cross department relationships throughout IDN and/or Health System

• Serves as the issue resolution point for customers

• Internal coordination across Enterprise to ensure highest level of customer satisfaction (i.e. NPS) 

• Understand decision process and key stakeholders

• Retain at or above market Annual Operating Profit (AOP)

Enterprise Solutions

• Identifies & qualifies potential Enterprise Solutions for customers 

• Engage Enterprise subject matter experts throughout sales process

• Oversee contract execution & implementation of new Enterprise Solutions

• Collaborate with Enterprise stakeholders to drive incremental solutions 

• Secure customer validation of Return on Investment (i.e. COGS & $'s impact) on new Enterprise Solution

• Gain agreement of Enterprise Solutions $ value within renewal / decision criteria

• Must successfully complete all required training demonstrating consistent & proven results 

• Other duties as assigned by VPS

Minimum Requirement

Degree or equivalent and typically requires 4+ years of relevant experience.

Education

4-year college degree or equivalent work experience

Critical Skills

• Exceptional consultative selling skills & ability to have crucial conversations, gain customer validation of overall Enterprise wide value proposition   

• Preferred: 4+ years sales experience with proven results with IDN’s and Health Systems

• Expand working knowledge of healthcare industry (i.e. Affordable Care Act, 340B, Reimbursement) 

• Experience maintaining market intelligence on competitor activity

Additional Knowledge & Skills

• Ability to Identify & Qualify Enterprise Solutions applicable to IDN / Health Systems 

• Ability to drive sales process from inception to contract execution to include a seamless implementation

• Ability to secure ongoing customer validation - Return on Investment (ROI) - on any new Enterprise solution

• Advanced communications skills (1) Verbal Communication, 2) Non-verbal / Interpersonal communication, 3) Written Communications, 4) Formal & Informal, 5) Visual Communication

• Financial Acumen: Clear, concise understanding of financial levers.  Utilize customer language (i.e. $’s, ROI, etc.) to communicate McKesson value proposition

• Proven ability to work effectively within multiply matrix organization (internal & external) 

• Drive result through exceptional negotiation skills

Core Competencies for Primary Role

• Proven time management & organizational skills

• In depth knowledge of the healthcare industry and impact to IDN or Health System

• Effective problem solving and decision-making skills

• Proficient in applicable business technology (i.e. Microsoft, McKesson, etc.)

• Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment

• Ability to work in a collaborative team environment

• Ability to prioritize and organize while working autonomously

Working Conditions

• Environment (Office, warehouse, etc.)

• Home office with extensive territory travel (i.e. multiple states) up to 75%

Physical Requirements

• (Lifting, standing, etc.) – Lift up to 25 pounds, some physical work will be necessary

• Must have a valid driver’s license and ability to travel per customer requirements

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations.  In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Total Target Cash (TTC) Pay Range for this position:

$120,800 - $201,400

Total Target Cash (TTC) is defined as base pay plus target incentive.

McKesson has become aware of online recruiting-related scams in which individuals who are not affiliated with or authorized by McKesson are using McKesson’s (or affiliated entities, like CoverMyMeds or RxCrossroads) name in fraudulent emails, job postings or social media messages. In light of these scams, please bear the following in mind:

McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.

McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting-related communications with candidates.

McKesson job postings are posted on our career site: careers.mckesson.com.

McKesson is an Equal Opportunity Employer

 

McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

 

McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) [email protected] or (Canada) [email protected]. Resumes or CVs submitted to this email box will not be accepted.

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