3PL Strategic Account Manager

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 state of healthcare is complex, but our shared purpose isn’t: Help people get the medicine they need to live healthier lives. CoverMyMeds solves medication access challenges for patients throughout every step of their journey through a unified brand that now encompasses RelayHealth, RxCrossroads by McKesson, McKesson Prescription Automation and CoverMyMeds.

Our combined experience spans nearly 90 years and together, we’re applying our expertise to solve some of the biggest problems in healthcare. We accelerate innovative solutions for problems like medication affordability and adherence in way that everyone wins — from providers to pharmacies, payers to biopharma and, especially, patients. By combining automation and expert intervention, the company provides prior authorization, prescription decision support, specialty patient support, core adjudication network, patient assistance programs, clinical and behavioral adherence and patient empowerment solutions.

We’re proud to be an integral part of McKesson Corporation and embody the shared values and leadership behaviors of the greater organization.

We understand the importance of a system that works together. Your expertise, drive and passion can help us carry out our mission to improve lives and advance healthcare.

Job Summary

The position owns the direct relationship with customers and is responsible for oversight, implementation, and overall management of third-party logistic customers partnerships. Duties involve working directly with customers to design and execute against complex project plans to ensure the successful launch and management of the third-party logistic programs. This would involve working both within McKesson and externally with customers and business partners (domestic and international).

Once the customer is on boarded, the strategic account manager will continue to maintain an understanding of the customer’s business, challenges and demands to create a long-term relationship with the customer, drive customer satisfaction and generate additional sales/profit. 

The Strategic Account Manager will assist in new customer sales efforts.  This will entail active involvement in the RFP responses, customer site visits, quality audits and capability presentations.  The Strategic Account Manager will be responsible for the ensuring the success of the total customer value stream. 

This role is highly cross functional in nature and does not have direct reports.

Key Accountabilities

• Serves as primary point of contact/internal advocate for clients in the day-to-day management of assigned strategic accounts, building strong relationships by delivering continuous value and ensuring client satisfaction/retention
• Develops a deep understanding of the client’s business objectives and, independently or with limited direction, translates into a unique value proposition/action plan
• Applies knowledge of client’s industry and/or business processes, knowledge of the product(s)/service(s) being sold, understanding of the applicable product/service portfolio, and technical aptitude to drive increased product and/or service adoption and utilization
• Demonstrates service features beyond central functionality and/or full components of service offering and ensures best practices are adopted to help clients achieve maximum value
• Leverages relationships with assigned accounts to deliver on a value-based selling approach, expand current footprint, and gain access to new areas within the client’s organization
• Negotiates and executes contract renewals and drives organic growth through up-sell and cross-sell opportunities for assigned strategic accounts
• Addresses various complex problems/requests and coordinates development of solutions through collaboration with internal partners (e.g., Engineering, Sales, Product, Finance, Operations), communicating key Customer Success pain points/needs
• Uses understanding of the client’s needs to create a succinct and effective message to communicate the client’s business challenges/opportunities, targeted by stakeholder
• Forecasts and tracks account health metrics, creates/utilizes reports to track progress, and uses customer relationship management tool to track opportunities, account plans, and activity for organization
• Obtains and interprets data to create the client story (i.e., past, present, and future business), develop creative solutions, and present to client via monthly or quarterly business reviews as well as to internal leadership
• Participates in and may lead cross functional projects as needed, including product and/or service innovation and operational enhancements that drive revenue and volume

Typical Minimum Experience

• 4 years of distribution or account management experience (client-facing) in Third-Party Logistics, Drug Distribution, PBM, or finance
• 2-year degree in business or related field or equivalent experience
• 4-year degree in business or related field or equivalent experience preferred
• Must be able to travel up to 25%

Critical Skills

• Data Acumen
• Client Relationship Management
• Contract/SLA Management
• Solution Management
• CRM Tool Administration
• Must have Client Experience Management to medium to large strategic/complex customers with ability to build and maintain solid customer relationships
• Must have experience with contract management, administration, and pricing negotiations
• Requires strong financial acumen and must be able to develop strategies and grow revenue and EBITA
• Strong aptitude to meet contractual processes and procedures
• Experience working in a highly regulated environment
• Must have strong communication skills with ability to organize thoughts and structure responses relative to your audience
• Maintains a professional, executive presence
• Strategic problem solving and decision-making ability
• Ability to effectively manage conflict
• Ability to build and deliver effective presentations to executive stakeholders
• Must be able to build a presentation deck and deliver presentations to internal/external audiences
• Computer proficiency in MS Office Suite including intermediate Excel

Additional Knowledge & Skills

• ERP experience (SAP strongly preferred)
• Pricing/contracting/chargeback experience
• Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment
• Ability to assess reports for trends and identify gaps

Physical Requirements

• Environment (Office, warehouse, etc.) – remote (home) office
• Travel – requires up to 25% travel as needed
• General office demands (standing/sitting)

Benefits & Company Statement

McKesson believes superior performance – individual and team – that helps us drive innovations and solutions to promote better health should be recognized and rewarded. We provide a competitive compensation program to attract, retain and motivate a high-performance workforce, and it’s flexible enough to meet the different needs of our diverse employee population.

We are in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. We partner with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting.

But we can’t do it without you. Every single McKesson employee contributes to our mission—whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. Talented, compassionate people are the future of our company—and of healthcare. At McKesson, you’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

Agency Statement

No agencies please

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 Base Pay Range for this position

McKesson is an Equal Opportunity Employer

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

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