Field VP, Corporate Accounts Business Development, Northeast

About the role

The Field VP, Corporate Accounts - Business Development will be responsible for identifying, developing C-level relationships, and closing sales to high revenue, complex customers in the Ambulatory Care market that will have a major strategic impact to the success of McKesson Medical-Surgical.

Responsibilities

• New, Large Customer Acquisition: Identify, prioritize, and pursue net-new ambulatory care accounts that represent high revenue potential and strategic value to MMS. Lead enterprise prospecting and early-to mid-stage sales efforts, including outreach, discovery, and qualification with senior customer stakeholders. Develop clear account pursuit plans for priority prospects, outlining target decision-makers, customer needs, MMS value proposition, and competitive landscape. Build and maintain senior executive relationships (C-suite and VP-level) to create access, momentum, and sponsorship within complex customer organizations.
• Deal Leadership: Serve as the quarterback for complex enterprise opportunities, aligning internal teams around deal strategy, timelines, and customer requirements. Partner with pricing, contracting, supply chain, and solution teams to shape commercial proposals and business cases that meet customer and MMS objectives. Support financial analysis and ROI development as an input to proposals and executive discussions, in collaboration with internal subject-matter experts. Participate in contract discussions and negotiations as appropriate, ensuring continuity between customer expectations and MMS commitments. Maintain accurate visibility into pipeline activity, risks, and next steps, and drive momentum toward close across long-cycle opportunities.

Requirements

• Bachelor’s Degree or equivalent and typically requires 10 + years of relevant experience. Less years required if has relevant masters or Doctorate qualifications.
• Must have a valid driver's license and clear driving record.
• 10+ years experience originating and closing large-scale sales to Ambulatory Care organizations in the US (including experience calling on Supply Chain and C-Suite) and must have established, current relationships.
• Proven track record of winning new customers and leading complex, multi-solution sales cycles with large, sophisticated organizations with ability to submit a portfolio or brag book.
• Experience creating ROI's and financial business cases.
• Strong executive level negotiation skills and ability to provide support during contract negotiation.
• Excellent written and verbal communication skills.
• Ability to work cross-functionally in matrix environment.
• Working understanding of GPOs and dynamics within healthcare landscapes.
• Demonstrated bias to action and comfort operating in ambiguous, fast-moving growth environments.

Qualifications

• Exceptional relationship building skills at all levels, both internally and externally.
• Ability to understand technology systems and customer connectivity platforms and articulate the value that they deliver to customers.
• High level of computer proficiency using Excel, Word, PowerPoint, and Outlook.
• Must have multiple examples of establishing new account wins with large, complex customers while integrating a variety of sales solutions.
• Intermittent travel required.
• Salesforce CRM experience preferred.
• MBA preferred.

Skills

• Exceptional relationship building skills at all levels, both internally and externally.
• Ability to understand technology systems and customer connectivity platforms and articulate the value that they deliver to customers.
• High level of computer proficiency using Excel, Word, PowerPoint, and Outlook.
• Must have multiple examples of establishing new account wins with large, complex customers while integrating a variety of sales solutions.
• Intermittent travel required.
• Salesforce CRM experience preferred.
• MBA preferred.

Benefits

• Coverage you can rely on - Medical, Dental, and Vision
• Health Spending Accounts
• Flexible Spending Accounts
• 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

Pay

McKesson has become aware of online recruiting-related scams in which individuals who are not affiliated with or authorized by McKesson are using McKesson’s (or affiliated entities, like CoverMyMeds or RxCrossroads) name in fraudulent emails, job postings or social media messages. In light of these scams, please bear the following in mind:

• McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.
• McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting-related communications with candidates.
• McKesson job postings are posted on our career site: careers.mckesson.com.

Schedule

Up to 50% travel within the assigned territory and minimal nights.

Education

Bachelor’s degree or equivalent experience strongly preferred.

Physical Requirements

A significant amount of time performing computer and phone-based work is required. A significant amount of time spent traveling via automobile and air. A home office environment with frequent travel.

Equal Opportunity Employer

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. 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.