Director of National Accounts, Health Systems

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We deliver insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people.

McKesson Corporation is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions. We partner with pharmaceutical manufacturers, providers, pharmacies, governments, and other organizations in healthcare to help provide the right medicines, medical products, and healthcare services to the right patients at the right time, safely and cost-effectively. Our employees work every day to innovate and deliver opportunities that make our customers and partners more successful—all for the better health of patients.

About the role

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.

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.

Requirements

• Bachelor’s degree in business, marketing, or a related field (or equivalent experience).
• Typically requires 10+ years of relevant experience. Fewer years of experience are required if the individual has relevant Masters or Doctorate qualifications.
• 10+ years of experience managing national customer relationships with regional operations, 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.
• Experience in healthcare distribution services and/or group purchasing organizations required.
• Ability to travel as needed (45%+).

Skills

• Ability to lead, develop, and guide others.
• Strong analytical, communication, and interpersonal skills.
• Synthesizes extensive information and variables to formulate summaries and recommendations.
• 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.
• 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.
• Must have a valid driver's license with a clean, active, unrestricted driving record/MVR.
• Ideally located in Tennessee or Texas.

Pay

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. 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.