Account Executive - Multi-Specialty

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.

Company Profile

McKesson Corporation is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions. McKesson partners with pharmaceutical manufacturers, providers, pharmacies, governments, and other organizations in healthcare to help provide the right medicines, medical products, and healthcare services to the right patients at the right time, safely and cost-effectively.

United by our I2CARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more info, visit www.mckesson.com.

We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us.

Current Need

We are seeking an Account Executive (AE) to join our Multi-Specialty Team. The Account Executive role is responsible for retaining and growing their territory of existing customers/practices in Rheumatology, Gastroenterology, Ophthalmology, and Neurology. 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 AE 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.

The territory for this position will cover accounts in the Western US. The ideal candidate must live within the territory.

Key Responsibilities

Account Retention & Expansion

• 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.

• Strategize plans, prioritizes, and executes sales activities to create opportunities with new and existing practices.

• 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.

• 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.

Customer Knowledge

• Meets the needs and concerns of the practices—Considers how actions or plans will affect practices; responds quickly to meet needs and resolve 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.

Financial & Business Acumen

• Prepares and delivers Quarterly Business Reviews; interprets the data to provide valuable insight and helps the practice make decisions to increase profitable revenue for both the practice and McKesson Provider Solutions.

• 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 with each other within Provider Solutions and McKesson.

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.

Education & Minimum Requirements

• Typically requires 4+ years of relevant experience.

• Bachelor’s degree in business related field or equivalent work experience with an emphasis in Health Administration, Communications, or other healthcare related field preferred. 

Critical Skills

• Typically requires 4+ years of progressive experience in sales, ideally in a multi-specialty healthcare environment.

• Demonstrated retention and account management experience.

• Healthcare experience in Rheumatology, Gastroenterology, Neurology, and/or Ophthalmology.

• Experience with pharmaceutical products and buy-and-bill model.

• Knowledgeable in insurance/payer landscape and trends in reimbursement and healthcare reform.

• Strong experience with long-term contracts negotiation/renegotiations.

• Experience with delivering customer QBR’s (quarterly business reviews) or analyzing performance and communicating value to customers.

• Demonstrates an understanding of a private medical practice business model.

Additional Skills

• Exceptional time and territory management and organizational skills to prioritize and execute tasks.

• Strategic and creative mindset with problem-solving capabilities.

• Demonstrated capabilities in establishing executive level relationships and conducting executive-level meetings and presentations.

• Leadership qualities and the ability to build and coordinate a team of professionals to accomplish a common goal/objective to deliver customer value.

• 4+ years’ experience with professional communication and the ability to express complex messages, sell services through written and verbal communications to a variety of practice stakeholders (including physicians and administrative staff).

• Clinical or medical administrative credentials a plus.

• Adept at giving client presentations, with excellent platform and facilitation skills.

• Comfortable delivering presentations to C-Suite Executives and audiences with various decision makers.

• Understands how to create, convey and drive value through storytelling during selling conversations/presentations.

• Intermediate proficiency with MS Office (especially Excel & PowerPoint), Salesforce.com or CRM, SAP.

Working Conditions

• Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.

• Able to travel extensively overnight in region to customers 75% by car & plane (4 days/week).

• Must have a valid driver's license with a clean, active, unrestricted driving record/MVR. 

• Remote/Home Office work environment & must live within the territory.

• Primary territory is Western US.

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:

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

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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