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.
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. If you want to be part of tomorrow’s health today, we want to hear from you.
Position Summary:
The primary role of the Director of Enterprise Accounts (DEA) for MHS is to manage complex, large scale Integrated Network Systems (IDN’s) or Health Systems from a corporate Enterprise perspective. Engage with customer leadership and stake holders to cultivate long term strategic partnerships. Serve to understand customers long term strategies, growing and maintaining Enterprise Solutions within our portfolio of products and services. Serve as the voice of the customer internally and advocate for customer opportunities. Primary objective will be to renew all IDN’s or Health System customers working with VP of renewal and field leadership team at a market rate or better.
This role is within the Northeast Area.
Key Responsibilities:
Strategic Enterprise Engagement
- Develop, design and execute customer strategic plans to drive full Enterprise solutions.
- Understand and articulate overall McKesson value seeking customer validation. Drive key customer initiatives and strategic discussions (i.e. 340B, Specialty, Ambulatory), ensuring customer buy in on value-add programs.
- Own relationship at the corporate level and coordinate internal and external communication for IDN's and large Health Systems with common ownership or contractual distribution affiliation with McKesson. Serve as the key point of contact to customer.
- Identify value added programs / solutions, resources and assign value. Gain customer buy in on cost dollar savings through Enterprise Solution offerings. Track and report savings via QBR’s, customer report cards.
- Leads strategic executive engagements, including development of relationships outside of the pharmacy at the corporate level (i.e. C-suite, Supply Chain, etc.). Lead Annual Summit reviews (if applicable), create Executive Scorecards and QBRs with key organization stakeholders (i.e. Supply Chain, Pharmacy Administration) to track and advance customer initiatives.
Retention and Growth
- Leads customer retention and contracting renewal efforts with VP of Renewals. Manage and execute conversion of new business and organic growth effort through the sales process and execution of strategic account plans. Meet/exceed McKesson's financial goals through development and implementation of enterprise wise strategic solutions.
- Leads internal calls with Account Executives to provide corporate updates and gather field feedback. Conducts ride along with AE’s to gain local perspective and ensure line of sight to corporate initiatives.
- Identify new opportunities and initiatives throughout IDN’s or Health Systems via engagement. Identifies and engages senior level executives to gain external customer support on initiatives and ensure programs receive adequate customer support from inception through execution.
Minimum Job Qualifications:
Degree or equivalent and typically requires 7+ years of relevant experience.
Education:
4-year college degree or equivalent work experience.
Critical Skills:
- 7+ years field account management and/or sales experience, preferably in healthcare industry.
- Proven track record of customer retention, renewals and growth.
- Demonstrated executive relationship management.
- Ability to communicate and influence at all organization levels.
Specialized Knowledge/Skills:
- Advanced communication skills.
- Advanced leadership skills.
- Advanced selling skills.
- Advanced financial acumen.
- Proficient as a change agent.
- Proficient innovation mindset.
- Proficient results driven.
- Proficient intellectual curiosity.
- Proficient in MS Office. (Power point, excel, word)
Working Conditions:
- Home office with area travel up to 60%, depending on market needs.
- Travel via car and air may be required.
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.
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.
Our Total Target Cash (TTC) Pay Range for this position:
$158,400 - $264,000
Total Target Cash (TTC) is defined as base pay plus target incentive.
McKesson is an Equal Opportunity Employer
McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.
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