Director Enterprise Accounts

About the role

The primary role of the Director of Enterprise Accounts (DEA) for MHS is to manage complex, large scale Integrated Network Systems (IDN’s) or Health Systems from a corporate Enterprise perspective. Engage with customer leadership and stakeholders to cultivate long-term strategic partnerships. Serve to understand customers' long-term strategies, growing and maintaining Enterprise Solutions within our portfolio of products and services. Serve as the voice of the customer internally and advocate for customer opportunities. Primary objective will be to renew all IDN’s or Health System customers working with VP of Renewal and field leadership team at a market rate or better.

What You'll Do

• Strategic Enterprise Engagement
  • Develop, design and execute customer strategic plan to drive full Enterprise solutions.
    • Understand and articulate overall McKesson value seeking customer validation.
    • Drive key customer initiatives and strategic discussions (i.e. 340B, Specialty, Ambulatory), ensuring customer buy-in on value-add programs.
    • Own relationship at the corporate level and coordinate internal and external communication for IDN's and large Health Systems with common ownership or contractual distribution affiliation with McKesson.
    • Serve as the key point of contact to customer.
    • Identify value added programs / solutions, resources and assign value.
    • Gain customer buy-in on cost dollar savings through Enterprise Solution offerings.
    • Track and report savings via QBR’s, customer report cards.
    • Lead strategic executive engagements, including development of relationships outside of the pharmacy at the corporate level (i.e. C-suite, Supply Chain, etc.).
    • Lead Annual Summit reviews (if applicable), create Executive Scorecards and QBRs with key organization stakeholders (i.e. Supply Chain, Pharmacy Administration) to track and advance customer initiatives.
• Retention and Growth
  • Leads customer retention and contracting renewal efforts with VP of Renewals.
  • Manage and execute conversion of new business and organic growth effort through the sales process and execution of strategic account plans.
  • Maintain and exceed McKesson's financial goals through development and implementation of enterprise-wise strategic solutions.
  • Lead internal calls with Account Executives to provide corporate updates and gather field feedback.
  • Conducts ride along with EAE’s to gain local perspective and ensure line of sight to corporate initiatives.
  • Identifies and engages senior level executives to gain external customer support on initiatives and ensure programs receive adequate customer support from inception through execution.

Basic Requirements

• Degree or equivalent and typically requires 7+ years of relevant experience
• 7+ years field account management and/or sales experience, preferably in healthcare industry
• Proven track record of customer retention, renewals and growth
• Demonstrated executive relationship management

Preferred Skills/Experience

• Advanced communication skills
• Advanced leadership skills
• Advanced selling skills
• Advanced financial acumen
• Advanced innovation mindset
• Advanced results driven mindset
• Advanced intellectual curiosity

Physical Requirements

• Home office with extensive territory travel up to 25%
• Reside in the Mid-Atlantic region (Virginia or North Carolina)

Benefits

Our Total Target Cash (TTC) Pay Range for this position: $153,800 - $256,300 Total Target Cash (TTC) is defined as base pay plus target incentive. McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page. McKesson is an Equal Opportunity Employer and provides opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted. Join us at McKesson!