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.
The Primary Care Account Executive is an individual contributor, responsible for selling products and/or services within an assigned geographic area which includes specific customer accounts to achieve gross profit and sales targets. This role will identify, develop and pursue sales leads, visit existing and new customers, assesses customer needs and suggests appropriate products and services, set price and delivery times within limits of authority, and concludes sales orders and transactions to meet gross profit and/or revenue targets. The PC Account Executive has an individual Gross Profit (GP) plan and related MBOs or goals. The role requires sustained customer/manufacturer partner contact and relationships. The Account Executive engages with various McKesson specialists that support a segment or specific product category including LAB, Rx, McKesson Brands, Surgery Centers and Corporate Accounts. This role spends the majority of their time at customer sites.
Key Responsibilities:
Financials:
- Achieve Gross Profit goal and related MBO targets (set annually). This is accomplished through the actions outlined below.
Account Penetration:
- Grow existing customer base through sales efforts focused on product penetration/ wallet share growth
- Produce, review to identify penetration opportunities, and act upon MBA Business Reviews for top 20 customers annually
New Accounts:
- Target and acquire net new customers
Territory Management:
- Create & keep current annual territory sales plans & report results in monthly 1:1 check in’s.
- Regularly utilize available sales technology (SFDC, Sales Analytics tools, MBA, etc.). to better understand opportunities, collaborate effectively within McKesson and improve results. Assist customers in navigating McKesson internal processes to ensure satisfaction & retention
Collaboration & Engagement:
- Collaborate with McKesson Sales Specialists (to increase current customer purchases and acquire net new customers). Utilize data & analytics to inform sales opportunity selection.
Standards & Continuing Development:
- Exhibit ICARE & ILEAD behaviors. Participate in performance and development activities including but not limited to: self-directed continuing education and training to increase selling & negotiations skills. Stay informed of industry trends and current events within McKesson.
Minimum Job Qualifications:
Education/Training –
- Degree or equivalent and typically requires 4+ years of relevant experience
Specialized Knowledge/Skills –
- Prior sales experience in lab, B2B, or distribution is a plus.
- Strong sales drive and proven ability to build and maintain lasting customer relationships.
- Experience selling a large product line / large number of sku's is a plus.
- Experience positioning/ selling value propositions and technology solutions.
- Experience managing territory profitability.
- Experience collaborating with sales specialists/ team selling
- Proficiency with using a CRM tool (e.g. Salesforce, ACT)
- Proficiency with sales analytics
- Proficiency with Excel, Power Point, Word, and Outlook
- Experience presenting to c-suite
Required:
- Must have a valid driver's license and acceptable driving record
Working Conditions:
Environment (Office, warehouse, etc.) –
- Home office, customer office
Physical Requirements (Lifting, standing, etc.) –
- Large percent of time performing computer based work is required.
- Daily travel within assigned territory
This role includes salary ($76K-95K) plus commission incentives
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:
$0 - $0
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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