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 stake holders 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.

Responsibilities

• 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 meet/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.

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
• Ability to communicate and influence at all organization levels

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