McKesson

Director of National Accounts, Health Systems

McKesson • $177K — $295K *
US-Anywhere
+ 2 other locationsRemote
Healthcare
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree in business, marketing, or related field.
  • 10+ years of relevant experience, or fewer years with advanced degrees.
  • Experience managing national customer relationships in healthcare settings.
  • 6+ years of collaboration with community specialty care providers (Oncology, Neurology, etc.).
  • Proven success in driving revenue and implementing strategies.

Responsibilities

  • Plans and executes long-term sales growth and customer satisfaction strategies.
  • Manages complex national health system accounts and leads sales teams.
  • Develops account strategies and manages resources within a matrixed organization.
  • Builds extensive networks with industry leaders and manages challenging prospects.
  • Guides the implementation of national account programs across multiple regions.

Benefits

  • Remote work environment with flexibility to travel extensively.
  • Participation in the McKesson Management Incentive Plan (MIP).
  • Engagement with a high-profile, strategic role in the oncology sector.
  • Opportunity to lead and influence other sales professionals.
  • Access to advanced tools and resources to support account management.
Full Job Description
Role Overview

McKesson is seeking a Director of National Accounts, Health Systems. The Director of National Accounts, Health Systems focuses on critical, larger, more complex, high-visibility, strategic, or tactically important health system field account management accounts nationally. This role requires broad expertise or unique knowledge, using skills to contribute to the development of company objectives and principles and to achieve goals in creative and effective ways. The Director is viewed as an expert by the company and in the oncology field.

Key Responsibilities

  • Plans, organizes, leads, and controls balanced sales growth, continued account penetration, and customer satisfaction with a long-term, multi-year focus.
  • Works with complex or high-profile national health systems accounts, products/services, and sales or account management processes; serves as team leader.
  • Plans own territory or account approach and provides input into colleagues' approaches; manages own and often others' resources working through a matrixed organization.
  • Nurtures an extensive network of industry leaders, customers, and prospects. Initiates contacts with and manages difficult/tough prospects by utilizing the Integrated Sales Cycle. May assist others with challenging sales and solutions. Often directs a cross-functional sales team.
  • Acts independently to determine methods/procedures on new/special projects. May supervise others' activity.
  • Provides guidance and leadership in program management and strategic sales initiatives.
  • Manages long-term retention pipeline by aggressively seeking strategic relationships and long-term customer commitments.
  • Develops and maintains relationships with the largest national health system oncology aggregators at the enterprise level, advancing relationship goals and executing in accordance with contractual terms.
  • Collaborates with cross-functional teams to ensure successful execution of customer initiatives and coordinates with account management and business development teams supporting individual membership accounts.
  • Provides insights and tactics to develop and execute plans to achieve revenue and profit targets for the national accounts' membership network.
  • Manages/oversees the implementation of national account strategies/programs across all regions and channels.
  • Builds and maintains strong relationships with key decision-makers, including boards, C-suite executives, purchasing managers, and other stakeholders.
  • Analyzes market trends and customer data to identify opportunities for growth and improvement.
  • Provides thought leadership and guidance to regional sales managers and account managers.
  • Develops and delivers compelling presentations and proposals that demonstrate the value proposition and differentiation of McKesson's products and services.
  • Negotiates pricing, contract terms, renewals, and amendments to ensure mutually beneficial outcomes.
  • Evaluates and maintains accurate sales forecasts and provides regular reporting to senior leadership.
  • Stays current on industry trends, new product launches, competitive activity, and customer needs to inform business strategy and advance market position.
  • Works closely with the VP of Health Systems to ensure strategic alignment.


Education & Minimum Requirements

  • Bachelor's degree in business, marketing, or a related field (or equivalent experience).
  • Typically requires 10+ years of relevant experience.
  • Less years of experience are required if the individual has relevant Masters or Doctorate qualifications.


Critical Skills

  • 10+ years of experience managing national customer relationships with regional ops, preferably in healthcare.
  • 6+ years working in or with community specialty care providers (e.g., Oncology, Rheumatology, Neurology, Ophthalmology).
  • Proven track record of driving revenue growth and profitability through others in a national account setting.
  • Demonstrated success in implementing strategy and resolving complex issues.
  • Ability to lead, develop, and guide others.
  • Strong analytical, communication, and interpersonal skills.
  • Experience in healthcare distribution services and/or group purchasing organizations required.
  • Ability to travel as needed (45%+).


Additional Skills

  • Synthesizes extensive information and variables to formulate summaries and recommendations.
  • Demonstrates excellent communication skills (active listening, mirroring, probing).
  • Highly collaborative, capable of managing stakeholders in a matrix environment.
  • Experience working with internal operations on related customer experiences and team workflows.
  • Complete understanding of buy and bill process, medical/pharmacy benefits, community practice economics.
  • Client-focused service mentality with an ability to facilitate and encourage cooperation between diverse groups.
  • Ability to develop compelling business cases.
  • Advanced proficiency in MS Office suite.


Working Environment

  • This role is eligible for a 25% MIP (McKesson/Management Incentive Plan) versus SIP (Sales Incentive Plan).
  • Must be authorized to work in the US unrestricted. This position is not eligible for sponsorship.
  • Ability to travel to current/potential customer sites, clinician meetings, and company events.
  • Must have a valid driver's license with a clean, active, unrestricted driving record/MVR.
  • Remote/Home Office work environment. Must live near a major metro airport.
  • Able to travel extensively overnight to customers 45% of the time by air.
  • Ideally, this Director will be located in Tennessee or Texas.


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:

$177,300 - $295,500

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

McKesson has become aware of online recruiting-related scams in which individuals who are not affiliated with or authorized by McKesson are using McKesson's (or affiliated entities, like CoverMyMeds or RxCrossroads) name in fraudulent emails, job postings or social media messages. In light of these scams, please bear the following in mind:

McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.

McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting-related communications with candidates.

McKesson job postings are posted on our career site: careers.mckesson.com.

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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