Enterprise Account Executive (EAE)

About the role

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, focusing on the health, happiness, and well-being of our people and those we serve. The Enterprise Account Executive (EAE) manages the overall customer relationship for assigned accounts, including day-to-day activities, renewals, and issue resolution. The role also qualifies and drives new Enterprise Solutions through contracting and implementation, secures and documents realized ROI and value, and manages a portfolio of IDN and Health System customers with a primary focus on renewals in partnership with the VP of Renewal & Field Leadership. The EAE may also support the Business Development Team in designated areas.

Responsibilities

Enterprise Solutions

• Identify and qualify potential Enterprise Solutions for customers.
• Engage Enterprise 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 (COGS & $ impact, value) on new and existing Enterprise Solutions.
• Gain agreement on Enterprise Solutions dollar value within renewal/decision criteria.

Territory Management

• Manage the customer lifecycle.
• Prepare and present Quarterly Reviews with customers covering goals, initiatives, trends, financial impact, value, and ROI.
• Create and manage agenda-driven customer meetings.
• Maintain consistent onsite and meeting schedule with documentation in Salesforce.
• Build and enhance cross-department relationships throughout IDN and/or Health System.
• Serve as the issue resolution point for the customer.
• Coordinate internally across Enterprise to ensure highest level of customer satisfaction (NPS).
• Understand decision process and key stakeholders.
• Retain at or above market Annual Operating Profit (AOP).
• Perform other duties as assigned by the Vice President of Health Systems.

Requirements

Minimum Requirement

• Degree or equivalent and typically 4+ years of relevant experience.

Education

• 4-year college degree or equivalent work experience.

Critical Skills

• 4+ years of Account Management in healthcare industry 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 organizational levels, including presentation skills to C-level audiences.
• Consistently delivering compelling presentations and QBRs.
• Accountable to drive sales process from inception through contract execution to seamless implementation.
• Drive results through exceptional negotiation skills.
• Exceptional consultative selling skills and ability to have crucial conversations, gaining customer validation of overall Enterprise-wide value proposition.

Additional Skills

• Proficiency in Microsoft Office (Outlook, Excel, Word, 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, forecasting, 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

• 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

Total Target Cash (TTC) Pay Range: $126,900 – $211,500. TTC is defined as base pay plus target incentive. Additional compensation such as annual bonus or long-term incentive opportunities may be offered. Pay is determined by performance, experience, skills, equity, regular job market evaluations, and geographical markets, and is compliant with applicable regulations.