McKesson

Enterprise Account Executive

McKesson • $120K — $201K *
US-Anywhere
+ 4 other locationsRemote
Healthcare
Less than 5 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • 4-year college degree or equivalent experience
  • 4+ years of relevant experience, preferably in sales with IDNs and Health Systems
  • Strong consultative selling skills and ability to navigate crucial customer conversations
  • Familiarity with healthcare industry dynamics, including ACA and reimbursement policies
  • Proficient financial acumen, specifically regarding ROI and financial metrics

Responsibilities

  • Manage the overall customer relationship, ensuring satisfaction and loyalty
  • Oversee customer lifecycle and maintain consistent communication through SFDC
  • Facilitate agenda-driven meetings and quarterly financial impact discussions with customers
  • Identify and qualify potential Enterprise Solutions for clients
  • Collaborate with internal experts to execute contracts and implement solutions
  • Secure customer validation of ROI on new solutions
  • Coordinate issue resolution and internal alignment to enhance customer satisfaction

Benefits

  • Comprehensive benefits package including health and wellness options
  • Generous paid time off policy and flexible working arrangements
  • Support for professional development and training opportunities
  • Collaboration within a dynamic and innovative team environment
  • Opportunities for career advancement within a large enterprise organization
Full Job Description
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.

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 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 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


Additional 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:

$120,800 - $201,400

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

Similar Jobs

Ad banner background

Get Ready For Your
Next Interview

More Jobs at McKesson

More Healthcare Jobs

Find similar Enterprise Account Executive jobs:

NationwideRemote