McKesson requires new employees to be fully vaccinated for COVID-19 as defined by the CDC, subject to applicable, verified accommodation requests.

Current Need:

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. The Enterprise Account Executive will qualify and collaborate with enterprise subject-matter-experts to drive new enterprise solutions through contracting and customer implementation. This individual will 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 a designated customer class. Primary focus will be to renew all IDN/Health System customers, working with the VP of Renewal & Field Leadership team. The Account Executive may also support the Business Development Team in designated areas.

Position Description:

Territory Management (75%)

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

• Manage the entire customer lifecycle

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

• Create and manage agenda-driven customer meetings

• Maintain a consistent call schedule and documentation within SFDC

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

• Serve as the main issue resolution point of contact for customers

• Internal coordination across enterprise to insure 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 (25%)

• Identifies and qualifies potential enterprise solutions for customers

• Engage enterprise subject-matter-experts throughout the sales process as needed

• Oversee contract execution and 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 solutions

• Gain agreement of enterprise solution’s dollar value within renewal / decision criteria

Minimum Requirements:

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

Critical Skills:

• Sales experience with proven results with IDN’s and Health Systems preferred

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

• Maintain market intelligence on competitor activity

• Proven time management & organizational skills

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

• 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

Additional Knowledge & Skills:

• Able to identify and qualify enterprise solutions applicable to IDN/Health Systems

• Accountable to drive sales process from inception through contract execution, to include a seamless implementation

• Able to secure ongoing customer validation (Return on Investment) on any new enterprise solution

• Financial Acumen: Clear, concise understanding of financial levers

• Proven ability to work effectively within highly matrixed organizations (internally and externally)

• Able to drive results through exceptional negotiation skills

• Exceptional consultative selling skills and the ability to have crucial conversations and gain customer validation of overall enterprise-wide value proposition

Working Conditions:

• Home office with territory travel up to 50%

Physical Requirements:

• 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

At McKesson, we care about the well-being of the patients and communities we serve, and that starts with caring for our people. That’s why we have a Total Rewards package that includes comprehensive benefits to support physical, mental, and financial well-being. Our Total Rewards offerings serve the different needs of our diverse employee population and ensure they are the healthiest versions of themselves. For more information regarding benefits at McKesson, please click here.

As part of Total Rewards, we are proud to offer a competitive compensation package at McKesson. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered.

Our Total Target Cash (TTC) Pay Range for this position:
$107,900 - $179,900

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

McKesson is an Equal Opportunity/Affirmative Action employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

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 Disability_Accommodation@McKesson.com. Resumes or CVs submitted to this email box will not be accepted.

Current employees must apply through the internal career site.

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