Enterprise Account Executive

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. What you do at McKesson matters. 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.

About the role

The Enterprise Account Executive (EAE) is responsible for managing the overall customer relationship, including day-to-day customer activities, renewals, and issue resolution for assigned accounts. The EAE qualifies, collaborates with Enterprise subject matter experts, and drives new Enterprise Solutions through contracting and customer implementation. The role involves securing and documenting the customer’s realized return on investment (ROI) and value of new solutions. The portfolio includes IDNs and Health Systems within a designated customer class, with a primary focus on renewing all IDN/Health System customers in collaboration with the VP of Renewal & Field Leadership team. The Account Executive may also support the Business Development Team in designated areas.

Responsibilities

• Serve as McKesson’s central point of contact enterprise-wide, coordinating and collaborating internally to ensure total customer satisfaction and loyalty.
• Manage the customer lifecycle, including Quarterly Financial Impact (e.g., Scorecard) with decision-makers.
• Create and manage agenda-driven customer meetings with a consistent call schedule and documentation in SFDC.
• Build and enhance cross-department relationships throughout IDNs and/or Health Systems.
• Act as the issue resolution point for customers, coordinating internally across Enterprise to ensure the highest level of customer satisfaction (e.g., NPS).
• Understand the decision process and key stakeholders to retain at or above market Annual Operating Profit (AOP).
• Identify and qualify potential Enterprise Solutions for customers, engaging subject matter experts throughout the sales process.
• Oversee contract execution and implementation of new Enterprise Solutions.
• Collaborate with Enterprise stakeholders to drive incremental solutions.
• Secure customer validation of Return on Investment (e.g., COGS and financial impact) on new Enterprise Solutions.
• Gain agreement on the dollar value of Enterprise Solutions within renewal or decision criteria.
• Complete all required training, demonstrating consistent and proven results.
• Perform other duties as assigned by leadership.

Requirements

• 4-year college degree or equivalent work experience.
• 4+ years of relevant experience.

Skills

• Exceptional consultative selling skills and ability to have crucial conversations, gaining customer validation of the overall enterprise-wide value proposition.
• Preferred: 4+ years of sales experience with proven results with IDNs and Health Systems.
• Expand working knowledge of the healthcare industry (e.g., Affordable Care Act, 340B, Reimbursement).
• Experience maintaining market intelligence on competitor activity.
• Ability to identify and qualify Enterprise Solutions applicable to IDNs/Health Systems.
• Ability to drive the sales process from inception to contract execution, including seamless implementation.
• Ability to secure ongoing customer validation of Return on Investment (ROI) on new Enterprise solutions.
• Advanced communication skills: verbal, non-verbal/interpersonal, written, formal/informal, and visual.
• Financial acumen: clear, concise understanding of financial levers, using customer language (e.g., dollars, ROI) to communicate McKesson’s value proposition.
• Proven ability to work effectively within a multi-matrix organization (internal and external).
• Drive results through exceptional negotiation skills.
• Proven time management and organizational skills.
• In-depth knowledge of the healthcare industry and its impact on IDNs or Health Systems.
• Effective problem-solving and decision-making skills.
• Proficient in applicable business technology (e.g., Microsoft, McKesson tools).
• Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment.
• Ability to work in a collaborative team environment while prioritizing and organizing autonomously.

Working Conditions

• Home office with extensive territory travel (multiple states) up to 75%.
• Physical requirements: 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.

Pay

McKesson offers a competitive compensation package, including base pay, annual bonus, and long-term incentive opportunities. Pay is determined by performance, experience, skills, equity, and geographical markets. The Total Target Cash (TTC) range for this position is $120,800 - $201,400, defined as base pay plus target incentive.

Benefits

For more information regarding benefits at McKesson, please visit McKesson’s benefits page.