McKesson

Account Executive, East Region

McKesson • $139K — $231K *
US-Anywhere
+ 3 other locationsRemote
Healthcare
Less than 5 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • Bachelor's degree in business or healthcare-related field preferred.
  • 4+ years of sales or client service experience.
  • 4+ years of professional communication experience with diverse stakeholders.
  • Experience in oncology or rheumatology is highly valued.
  • Intermediate proficiency in MS Office and CRM tools.

Responsibilities

  • Develop and execute sales strategies to retain and grow existing accounts.
  • Conduct Quarterly Business Reviews to ensure alignment with customer goals.
  • Build relationships with key decision-makers at client practices.
  • Participate in ongoing customer planning and strategy assessment.
  • Educate clients about McKesson products and their benefits.
  • Analyze sales trends to identify new opportunities for growth.
  • Manage day-to-day communication and problem resolution with clients.

Benefits

  • Remote work environment with the requirement to live within the assigned territory.
  • Opportunity for professional development through training and education initiatives.
  • Access to a comprehensive benefits package as part of Total Rewards.
  • Potential for performance-based bonuses and other incentives.
Full Job Description
Current Need

McKesson is in search of an Account Executive.

The Account Executive role is responsible for retaining and growing their territory of existing customers/practices in oncology. 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.

Key Responsibilities

Account Retention & Expansion
  • Strategizes, prioritizes, and executes sales activities to create opportunities with new and existing practices, while leading Quarterly Business Reviews (QBRs), conducting monthly customer meetings, and facilitating end-of-quarter business discussions to drive growth, strengthen partnerships, and ensure alignment on customer goals and performance.
  • 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.


Customer Knowledge
  • Meets the needs and concerns of the practices-considers how actions or plans will affect practices; responds quickly to meet needs and resolves 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.


Sales Forecasting
  • Increases number of opportunities, average deal value, win rate while reducing sales cycle time.
  • Build a sales pipeline of high-quality opportunities and disqualifying unlikely and poorly fit opportunities.
  • Prepares accurate and timely sales forecasts.
  • Conducts win/loss analysis and sharing insights with other stakeholders.


Financial and Business Acumen
  • 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 to each other within Provider Solutions and McKesson.
  • Prepares and delivers Quarterly Business Reviews; interprets the data to provide valuable insight and help the practice make decisions to increase profitable revenue for both the practice and McKesson Provider Solutions.


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.


Additional Responsibilities
  • 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.
  • 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.
  • Analysis of sales reports and customer trends to proactively identify and capture opportunities.
  • Identify opportunities for cross-selling new products across McKesson, selling add-on services and working with the sales team to identify opportunities and drive them to closure.
  • Participating and deployment of training and education key learnings.
  • Travel and Expense booking and reporting.
  • Sales Force: Document activity, customer notes/status updates, maintenance of current and potential customer profiles and utilize to complete/adhere to company processes.


Minimum Requirement

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

Education

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

Critical Skills
  • 4+ years' progressive experience in sales or service.
  • 4+ years' experience with professional communication with ability to express complex messages, sell services through written/verbal communications to a variety of practice stakeholders (physicians and admin staff)
  • Healthcare experience in Oncology or Rheumatology or multi-specialty.


Preferred Qualifications
  • Intermediate proficiency with MS Office, Salesforce.com or CRM, ideally with SAP experience.
  • Experience with delivering customer quarterly business reviews or analyzing performance and communicating value to customers.
  • Demonstrated success in customer growth and retention.
  • Demonstrated capabilities in establishing executive level relationships and conducting executive-level meetings and presentations.
  • Demonstrates leadership qualities and the ability to build and coordinate a team of professionals to accomplish a common goal/objective to deliver customer value.
  • Experience with pharmaceutical products (preferably oncology) and buy-and-bill model.


Travel
  • Ability to travel up to 50% within the territory, mostly day travel.
  • Must have a valid driver's license with a clean, active, unrestricted driving record/MVR.


Working Conditions
  • Must be authorized to work in the US unrestricted - This position is not eligible for sponsorship.
  • Remote/Home Office work environment & must live within the territory.
  • The territory is in the East Region, with AE ideally living New Jersey, New York, Philadelphia, Pennsylvania.


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:

$139,000 - $231,600

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

About McKesson

McKesson Corporation provides medicines, pharmaceutical supplies, information and care management products and services across the healthcare industry. The Company operates in two segments. The McKesson Distribution Solutions segment delivers ethical drugs, medical-surgical supplies and equipment and health and beauty care products throughout North America. This segment also provides specialty pharmaceutical solutions for biotech and pharmaceutical manufacturers, sells financial, operational and clinical solutions for pharmacies (retail, hospital, long-term care) and provides consulting, outsourcing and other services. The McKesson Technology Solutions segment delivers enterprise-wide clinical, patient care, financial, supply chain, strategic management and software solutions. In July 2011, the Company acquired Portico Systems from Safeguard Scientifics, Inc. On March 25, 2012, it acquired the independent banner and franchise businesses of Katz Group Canada Inc. McKesson Distribution Solutions delivers pharmaceuticals to retail pharmacies and institutional providers like hospitals and health systems. They operate pharmaceutical distribution centers across the country, serving customers in all 50 states. They also deliver a comprehensive offering of health care products, technology, equipment and related services to the alternate site market, including physician offices, surgery centers, long-term care facilities and home care businesses across the country. McKesson is currently the largest pharmaceutical distributor in North America. McKesson also operates McKesson Canada and has an equity holding in Nadro, a leading distributor in Mexico.

McKesson Careers

Join McKesson, a leading global healthcare company, and be part of a team that is redefining the future of healthcare. With a variety of job opportunities available, McKesson is the perfect place to advance your career, whether you're a seasoned professional or just starting out. Work You’ll Do At McKesson, we are committed to improving care in every setting—one product, one partner, one patient at a time. We’re seeking talented professionals to join our team and contribute to a culture of innovation, diversity, and leadership. Our employees are driven by a deep sense of purpose and a desire for continuous growth and improvement. Empower Your Future in Healthcare With positions ranging from internships to leadership roles, McKesson offers unparalleled employment opportunities to develop your skills and advance your career. Our commitment to diversity training ensures that all team members have the opportunity to thrive. Join a team where your skills will be honed, your professional growth will be supported, and where you can genuinely see the difference you make in the lives of patients around the world. Innovative Work Environment McKesson is at the forefront of healthcare innovation. Our team is constantly exploring new ways to improve patient outcomes and streamline care processes. This commitment to innovation is what sets us apart and what makes McKesson an exciting place to work. Career Development and Benefits McKesson believes in nurturing the potential of its employees through robust career development programs and comprehensive benefits designed to support your life and well-being. From leadership training to health and wellness benefits, we ensure our team members are equipped to meet their professional and personal goals. Explore Job Opportunities Whether you’re looking for an internship to kickstart your career, or a senior position to utilize your extensive experience, McKesson offers a range of opportunities. Explore our open positions and find where you can make a difference at McKesson. Stay Connected Join Our Team Search for open positions that match your skills and interests. We are looking for passionate, curious, and solution-driven team players who are ready to take the next step in their careers. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Networking and Professional Growth At McKesson, networking and professional growth are part of our everyday environment. We encourage our employees to connect, share, and learn from each other to foster personal and professional development. Job Alert Emails Personalize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding career opportunities that await you at McKesson. Join McKesson today and be part of a team that is dedicated to shaping the future of healthcare.
Learn more about McKesson
Size
58,000 employees
Market Cap
$53.7 billion
Industry
Pharmaceuticals & Biotech
Net Income
-$4.1 billion
Founded
1833
5 Year Trend
+5.9%
Revenue
$237.6 billion
NASDAQ
MCK
* Ladders Estimates

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