Health System Inside Sales, Corporate Account Manager

About the role

The Health Systems Inside Sales Corporate Account Manager (CAM) is responsible for managing and growing a portfolio of large, complex health system accounts through proactive, insight-driven engagement. This role oversees a focused book of approximately six high-value accounts, each generating over $5M annually, requiring a strategic and highly consultative approach.

Responsibilities

• Manage a portfolio of high-value health system accounts ($5M+ annually) with full accountability for revenue retention, growth, and profitability
• Develop and execute strategic account plans aligned to customer clinical, operational, and financial priorities, including quarterly and annual business planning
• Identify, develop, and drive cross-sell, upsell, and new business opportunities within existing accounts
• Manage a portfolio with varied performance levels by:
• Expanding growth accounts
• Stabilizing and maintaining existing revenue
• Re-engaging and recovering underperforming or declining accounts
• Maintain disciplined CRM (SFDC) funnel management and documentation as a single source of truth
• Serve as the primary inside sales point of contact for assigned health system accounts
• Build and maintain strong relationships with supply chain, procurement, clinical, and executive stakeholders
• Deliver proactive, value-based engagement, including issue resolution and continuous alignment to customer needs
• Partner with field teams to ensure consistent customer strategy and communication
• Conduct periodic in-person engagement to strengthen relationships and support long-term retention
• Aid in executing Quarterly Business Reviews (QBRs) and support annual planning to advance account strategy and market share growth
• Ensure alignment to contract strategy, including GPOs, manufacturer agreements, and local vendor execution
• Monitor and manage key performance indicators including service levels, pricing alignment, and contract compliance
• Support operational processes impacting the customer experience, including order management, issue resolution, and accounts receivable coordination
• Leverage data to provide actionable insights on utilization, pricing, and savings opportunities
• Translate analytics into strategic recommendations that improve customer outcomes and drive growth
• Ensure accuracy and alignment between contract pricing, invoicing, and performance expectations
• Partner with Inside Sales leadership, Field Sales, Finance, Operations, Value Management, and Customer Service teams to execute account strategy
• Collaborate across specialized teams (e.g., equipment, lab, Rx, home health, surgical, etc.) to deliver a coordinated, enterprise-wide customer experience
• Coordinate internal resources to resolve issues, remove barriers, and accelerate growth opportunities
• Support enterprise and Health Systems initiatives aligned to McKesson’s broader strategy

Qualifications

• Bachelor’s degree or equivalent experience
• Minimum 4+ years of experience in inside sales, account management, or healthcare distribution
• Experience managing or supporting complex / enterprise health system accounts
• Strong understanding of pricing, contract structures, and margin dynamics within distribution or healthcare environments
• Experience using CRM tools (e.g., Salesforce) and managing sales pipelines
• Ability to develop and execute strategic account plans and deliver formal business reviews (QBRs, planning sessions)
• Ability to travel up to 25% and maintain reliable transportation
• Willingness to work in a hybrid environment aligned to Richmond-based activities as needed

Skills

• Experience with GPO structures (e.g., Vizient, HealthTrust, Premier)
• Knowledge of medical-surgical distribution and healthcare supply chain operations
• Strong analytical capabilities, including the ability to translate data into actionable recommendations
• Experience navigating cross-functional environments to resolve issues and drive customer outcomes
• Strong conflict resolution skills, maintaining focus on positive customer experience
• Ability to manage multiple priorities and competing demands effectively

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

Our Total Target Cash (TTC) Pay Range for this position: $115,400 - $192,300

Schedule

Hybrid schedule, with some travel required.