Role OverviewMcKesson is seeking a
Vice President, National Accounts. The primary purpose of the role is to sell new and manage large strategic ASRx prospects and lead ongoing management of such accounts. The goal is to exceed the annual new business sales goal typically in the range of $100M to $1.0B.
This executive will function as a sales leader and work directly with customers to drive ASRx sales for US Pharma and One McKesson opportunities through strong matrix management capabilities.
The VP of Strategic ASRx Accounts will represent McKesson by leading sales efforts across the country.
- Manage national GPO groups often representing more than $1.0B in annual spend.
- Add new business to ASRx.
- Manage SF.com funnel.
- Lead by example personally taking responsibility for strategic national account prospects that are in the ASRx sales funnel.
- Assist finance in tracking ASRx customers/prospects.
- Assist in development of segment sales strategies and execution.
- Develop growth plans for assigned national accounts.
- Work with prospects to determine opportunity needs.
- Assist pricing team to calculate financial models for prospects and for customer retention pharmacy based on revenue and savings assessment projections.
Represent the ASRx Solutions portfolio of McKesson products and services in the areas of:
- Revenue enhancement billing assessment and recovery.
- Supply Chain Optimization.
- Industry and segment pharmacy opportunities.
- Tools and techniques for pharmacy practice efficiencies.
- Support ancillary McKesson services such as patient assistance programs and 340B high level opportunities.
- Sell value of McKesson's OneStop generics portfolio.
- Others as they are developed.
The VP of Strategic ASRx accounts will be skilled in sales funnel management, developing prospects and closing new business. This executive will need to understand ASRx solutions, financial projections and calculations, and McKesson's portfolio of products and can manage timelines for multiple prospects simultaneously. The VP of Strategic ASRx Accounts understands how to achieve accelerated results through focused solution management.
The position will be a customer-facing and requires a significant understanding of customer-centric approaches. This VP will lead on-site sales presentations to qualified prospects and to assess pharmacy new business opportunities or improvement opportunities for the purposes of providing the customer with a value proposition for implementing or improving the customer's pharmacy services.
In addition to selling this VP will work with the Alternate Site Solutions marketing, education, and leadership to recommend and develop customer improvements that optimize and add value for the customer focusing on financial improvement, operational efficiency, and patient centered care. This ultimately provides value to the customer and McKesson.
Key Responsibilities - Manage prospects, sales funnel.
- Support McKesson enterprise initiatives when appropriate across McKesson. i.e., HealthMart Atlas, Community Pharmacy, RxOwnership and other MMS programs.
- Support and development of SCP programs. Designing, developing, and educating McKesson team on the value.
- Support of marketing efforts across the US in person and/or in development of needed programs.
- Operate within travel and expense budget.
Education & Minimum Requirements- Degree or equivalent relevant experience. Advanced degree in business and / or healthcare is strongly preferred.
- Typically requires 10+ years of relevant experience. Less years required if has Masters or Doctorate qualifications.
Critical Skills- Minimum 10 yrs progressive responsibility experience.
- Prior sales management and/or customer management experience.
- Recognized expert in McKesson type products and services.
- Experience in alternate site pharmacy segment of healthcare.
- Prior sales leadership is preferred.
- Track record of sales success and sales leadership success.
- Recognized expert in McKesson type products and services.
Additional Knowledge & Skills- Formal knowledge and background within the institutional closed-door pharmacy market segment.
- Understand of Medicare and Medicaid billing as it relates to alternate site pharmacies.
- Sales management and understanding of pricing models.
- Understanding of the GPOs and retail buying groups.
- Able to work within a highly complex organization.
Work Environment- Remote work environment.
- Primarily a traditional office/home-office environment when not traveling.
- 70%+ travel to customer/prospect sites and McKesson locations, including overnight travel as needed.
- Significant time performing computer-based work; present onsite, and support customer-facing meetings.
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:$187,200 - $312,000
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.
