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.
The role is based in Florida and covers both the east and west regions of the state. Candidates must reside in Florida or within a 4-hour driving distance (e.g., GA, AL, or the Southeast) and be able to travel to Florida weekly.
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 Business Review with decision makers
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
Specialized 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:
$108,300 - $180,500
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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