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McKesson is in search of an Account Executive within the Northeast territory. The Account Executive role is responsible for retaining and growing their territory of existing customers/practices in oncology. This includes working with the customer to understand and identify the strategic vision and objectives within the customer organization while aligning McKesson products and services to ensure those business objectives are achieved.
The Account Executive will develop and support the relationship between McKesson and the individual customer at multiple levels, including the C-suite, assisting the customer in maximizing the various McKesson products they currently use and working with the customer to identify areas of need where additional McKesson products may enhance attainment of their business goals. This will also entail developing and maintaining a productive working relationship with all pertinent internal departments/teams as well as ensuring all internal stakeholders are working in conjunction with each other to meet the overall agreed upon goals and strategies for the customer.
Key Responsibilities
Account Retention & Expansion
- Strategizes, prioritizes, and executes sales activities to create opportunities with new and existing practices, while leading Quarterly Business Reviews (QBRs), conducting monthly customer meetings, and facilitating end-of-quarter business discussions to drive growth, strengthen partnerships, and ensure alignment on customer goals and performance.
- Understand the practice’s business challenges, strategies, and priorities and how McKesson Provider Solutions can help address those needs.
- Identifies the most strategically important customers, decision makers/influencers and personally develops relationships with them.
- Actively participates in a continuous customer planning process, in assessing customer value as well as by planning and shaping account strategies.
- Fully engages the practice in planning the account activities.
- Proactively Develops and expands network to generate opportunities.
- Understand practice processes, buying cycles and decision drivers as well as their current and future needs. Articulates ROI/value of products, services, and solutions.
Customer Knowledge
- Meets the needs and concerns of the practices—considers how actions or plans will affect practices; responds quickly to meet needs and resolves problems; avoids over commitments.
- Sets up customer feedback systems—Implements effective ways to monitor and evaluate concerns, issues, and satisfaction within each practice and to anticipate the practices’ needs.
- Educates the practices—Shares information with practices to build their understanding of issues and capabilities; is regarded by the practice as the thought leader in this industry.
- Builds collaborative relationships—Builds rapport and trusted advisor relationships with the practices; demonstrates empathy towards the customer in all situations and uses that empathy to successfully resolve issues; establishes regular meetings to be in front of the customer.
Sales Forecasting
- Increases number of opportunities, average deal value, win rate while reducing sales cycle time.
- Build a sales pipeline of high-quality opportunities and disqualifying unlikely and poorly fit opportunities.
- Prepares accurate and timely sales forecasts.
- Conducts win/loss analysis and sharing insights with other stakeholders.
Financial & Business Acumen
- Understand the practice’s decision drivers from their perspective (options available, financial benefit/costs) and the implications that buying decisions have on both McKesson and the practice.
- Draws upon knowledge of competitors and payers to communicate valuable insight on those issues that deliver results for both McKesson Provider Solutions and the practice.
- Understand Provider Solutions business units (BU) and their relationships to each other within Provider Solutions and McKesson.
- Prepares and delivers Quarterly Business Reviews; interprets the data to provide valuable insight and help the practice make decisions to increase profitable revenue for both the practice and McKesson Provider Solutions.
Market Intelligence
- Identifies, collects, and organizes data for analysis and decision-making; articulates trends in the healthcare industry and develops new opportunities.
- Understand McKesson products and value-added services and how they compare/contrast to the competition.
- Knows how the competition positions their products and/or services in the market and to the customer and can leverage the weaknesses to McKesson Provider Solutions' advantage.
Additional Responsibilities
- Jointly identify and drive the strategic vision and partnership between the customer and McKesson, ensuring alignment in expectations for the product/service and the desired outcomes. Establishing multiple levels of relationship with the customer (high and wide: at the user level, department head level, and senior management), engaging Sr. Leadership when appropriate.
- Day-to-day account management, relationship building, selling, and troubleshooting. Act as both the internal and external customer liaison, serving as the customer advocate, including monitoring, and supporting all activity and chasing problem resolution through the appropriate part of our organization and escalating customer issues quickly if problems are not being addressed sufficiently. Works with operations, finance, customer care, GPO, generics, sales effectiveness, contracts, and legal among other internal teams.
- Analysis of sales reports and customer trends to proactively identify and capture opportunities.
- Identify opportunities for cross-selling new products across McKesson, selling add-on services and working with the sales team to identify opportunities and drive them to closure.
- Participating and deployment of training and education key learnings.
- Travel and Expense booking and reporting.
- Sales Force: Document activity, customer notes/status updates, maintenance of current and potential customer profiles and utilize to complete/adhere to company processes.
Minimum Requirements
- Degree or equivalent experience and typically 4+ years of relevant experience.
Education
- Bachelor’s degree in a business-related field preferred, or equivalent work experience, with an emphasis in Business, Health Administration, Communications, or another healthcare-related field.
Critical Skills
- 4+ years of progressive experience in sales or service.
- 4+ years of experience in professional communication, with the ability to convey complex messages and effectively sell services through written and verbal communication to a variety of practice stakeholders, including physicians and administrative staff.
- Executive-level consultative selling skills, including discovery, business acumen, data storytelling, and the ability to influence complex decisions.
- Proven experience owning complex healthcare accounts, with demonstrated customer retention and growth results.
- Experience leading complex renewals and commercial negotiations across multiple customer and internal stakeholders.
Preferred Qualifications
- Intermediate proficiency with MS Office, Salesforce.com or CRM, ideally with SAP experience.
- Experience delivering customer quarterly business reviews or analyzing performance and communicating value to customers.
- Demonstrated success in customer growth and retention.
- Demonstrated ability to establish executive-level relationships and conduct executive-level meetings and presentations.
- Healthcare experience in Oncology or Rheumatology.
- Demonstrated leadership qualities and the ability to build and coordinate a team of professionals toward a common goal or objective to deliver customer value.
- Experience with pharmaceutical products, preferably oncology, and the buy-and-bill model.
Travel
- Ability to travel up to 50% within the territory, mostly day travel.
- Must have a valid driver's license with a clean, active, unrestricted driving record/MVR.
Work Environment
- Remote/Home Office work environment & must live within the territory (Northeastern US)
Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.
McKesson complies with all applicable U.S. immigration laws and regulations. The Company does not provide employer support or sponsorship for any immigration related employment benefit for this role. Applicants must be currently authorized to work in the United States on a fulltime basis without the need for employer support or sponsorship now or in the future. This includes having the legal right to work in the United States without the need for McKesson support or sponsorship for any immigration related employment authorization (e.g., H1B, O1, E3, H1B1, TN, F1 OPT, F1 STEM OPT, F1 CPT, etc.) now or in the future. If you will require McKesson to provide immigration support or sponsorship now or in the future, you should not apply for this position.
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:
$126,900 - $211,500
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.
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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) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.
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