Enterprise Account Executive, Central Area, P/C - 2 - Remote Eligible

Enterprise Account Executive

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 is responsible for managing the overall customer relationship to include day-to-day customer activities, renewals and issue resolution for assigned accounts. 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 Enterprise Account Executive may also support Business Development Team in designated areas.

Territory

Must live within ~4 hours driving distance from the Greater-Nashville Area (i.e., Tennessee, Kentucky, Central/Northern Alabama, Northern Mississippi, Northeast Arkansas, and Southeast Missouri).

Key Responsibilities

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 ultimately qualifying customer to move to P – Class
• 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

Territory Management

• Managing the customer lifecycle
• Quarterly Financial Impact (i.e. Scorecard) with decision makers
• Enterprise Scorecard
• 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 customer
• 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)
• Accountable to drive sales process from inception to contract execution to include a seamless implementation
• Secure ongoing customer validation - Return on Investment (ROI) - on any new Enterprise solution
• Maintain market intelligence on competitor activity
• Identify & Qualify Enterprise Solutions applicable to IDN / Health Systems
• Other duties as assigned by VP of P and C Class

Minimum Requirement

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

Education

4-year college degree or equivalent work experience

Critical Skills

• Financial Acumen: Clear, concise understanding of financial levers. Utilize customer language (i.e. $'s, ROI, etc.) to communicate McKesson value proposition
• Working knowledge of healthcare industry (i.e. Affordable Care Act, 340B, Reimbursement)
• Preferred: 4+ years sales experience with proven results with IDN's and Health Systems

Specialized Knowledge/Skills:

• Successfully complete all required training demonstrating consistent & proven results
• Advanced communications skills (1) Verbal Communication, 2) Non-verbal / Interpersonal communication, 3) Written Communications, 4) Formal & Informal, 5) Visual Communication
• Proven ability to work effectively within multiply matrix organization (internal & external)
• Ability to drive results through exceptional negotiation skills
• Exceptional Consultative selling skills & ability to have crucial conversations, gain customer validation of overall Enterprise wide value proposition

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.

Our Total Target Cash (TTC) Pay Range for this position: $102,600 - $171,000

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.

Join us at McKesson!