Enterprise Account Executive

Success Profile

What makes a successful Enterprise Account Executive? Here are the top traits.

• Achiever
• Entrepreneurial
• Goal-Oriented
• Persuasive
• Relationship Expertise
• Skilled Presenter

Employee Spotlight

The opportunity to work at McKesson means you get to join in our company purpose of Advancing Health Outcomes for All. Hear from one of our team members to learn more about their role and how they get to make an impact every day.

Culture

Play a key role
Set out every day to do purposeful and meaningful work. Manage the entire deal lifecycle of a customer and play a key role in how McKesson can advance health outcomes for all.
Collaborate
Join a collaborative, fast-paced, determined team that is dedicated to building excellent relationships with our prospects and customers.

Your expertise

The future of health starts with you. Your unique story, ideas and experiences are valued here, and we need your sales expertise to fulfill our mission of improving care in every setting.

Benefits

• Coverage you can rely on- Medical, Dental, and Vision
• Health Spending Accounts
• Flexible Spending Accounts
• Benefits that go beyond your base pay- 401(k) (U.S.)
• Pension (Canada)
• Employee Stock Purchase Plan
• Mental Health Programs
• Flexible Schedules
• Paid Time Off
• Wellness Program
• Education Reimbursement
• Volunteer Opportunities
• Flexible Work Environment
• A culture powered by belonging

Responsibility

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering 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 care.

Key Responsibilities

• Enterprise Solutions
• Territory Management

Enterprise Solutions

• Identifies & qualifies potential Enterprise Solutions for customers, that meet customer needs.
• 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, Value) on new and existing Enterprise Solutions
• Gain agreement of Enterprise Solutions $ value within renewal / decision criteria

Territory Management

• Managing the customer lifecycle, supporting onboarding needs through renewal processes
• Prepares and presents Quarterly Reviews with customers including goals, initiatives, trends, financial impact, value and ROI, etc.
• Create and manage agenda driven customer meetings.
• Consistent onsite and meeting 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 customer.
• 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)

Minimum Requirement

• Degree or equivalent and typically requires 4+ years of relevant experience.
• 4-year college degree or equivalent work experience

Critical Skills

• 4+ years of Account Management in healthcare industry, specifically with a focus on retail and outpatient pharmacy, is strongly preferred.
• Proven track record of customer retention, renewals, and growth
• Financial Acumen: Clear, concise understanding of financial levers
• Ability to communicate and influence at all levels of the organization as well as presentation skills to C-level audiences. Consistently delivering compelling presentations and QBRs
• Accountable to drive sales process from inception to contract execution to include a seamless implementation
• Drive results through exceptional negotiation skills
• Exceptional Consultative selling skills & ability to have crucial conversations, gain customer validation of overall Enterprise-wide value proposition

Additional Skills

• Proficiency in Microsoft Office (Outlook, Excel, Word, and PowerPoint) and Salesforce.com or CRM software experience
• In depth knowledge of the healthcare industry and impact to IDN or Health System
• Strategic, innovative, out of the box thinker, with demonstrated success in complex problem resolution
• Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment
• Planning and forecasting along with market intelligence and assessment skills
• Strong business and financial acumen
• Collaborative team player with strong interpersonal and resource management skills

Working Conditions

• Home office with extensive area travel up to 50%
• 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

Our Total Target Cash (TTC) Pay Range for this position:

$114,800 - $191,300

McKesson is an Equal Opportunity Employer

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 committed to being an Equal Employment Opportunity Employer and offers 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!