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McKesson is seeking a Vice President, National Accounts.
The primary purpose of the role is to sell large strategic ASRx (Alternate Site) prospects and lead ongoing management of such accounts. Alternate sites are considered to be locations other than hospitals where patient care is performed, including physician offices, surgery centers, nursing homes and rehab facilities. The goal is to exceed the annual new business sales goal of 40.0M. This executive will function as a sales leader and collaborate directly with customers to drive ASRx sales for US Pharma and One McKesson opportunities through strong matrix management capabilities.
The VP of Strategic ASRx Accounts will represent McKesson by leading sales efforts in the southeast with accounts whose total potential dollar value is in excess of 1.0B.
The VP of Strategic ASRx accounts will be skilled in sales funnel management, developing prospects and closing new business. This executive will need to understand ASRx solutions, financial projections and calculations, McKesson’s portfolio of products and have the ability to manage timelines for multiple prospects simultaneously. The VP of Strategic ASRx Accounts understands how to achieve accelerated results through focused solution management.
The position will be a customer-facing and requires a significant understanding of customer-centric approaches. This individual will lead on-site sales presentations to qualified prospects and to assess pharmacy new business opportunities or improvement opportunities for the purposes of providing the customer with a value proposition for implementing or improving the customer’s pharmacy services.
In addition to selling this VP will work with the Alternate Site Solutions marketing, education, and leadership to recommend and develop customer improvements that optimize and add value for the customer focusing on financial improvement, operational efficiency, and patient centered care. This ultimately provides value to the customer and McKesson.
Key Responsibilities
Add new business to ASRx.
Manage SF.com funnel.
Lad by example personally taking responsibility for strategic national account prospects that are in the ASRx sales funnel.
Assist finance in tracking ASRx customers/prospects.
Assist in development of segment sales strategies and execution.
Develop growth plans for assigned customers and prospects.
Work with prospects to determine opportunity needs.
Assist pricing team to calculate financial models for prospects and for customer retention pharmacy based on revenue and savings assessment projections.
Represent the ASRx Solutions portfolio of McKesson products and services in the areas of:
Revenue enhancement billing assessment and recovery.
Supply Chain Optimization.
Industry and segment pharmacy opportunities.
Tools and techniques for pharmacy practice efficiencies.
Support ancillary McKesson services such as patient assistance programs and 340B high level opportunities.
Sell value of McKesson’s OneStop generics portfolio.
Education & Minimum Requirements
Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if has relevant Masters or Doctorate qualifications. Advanced degree in business and / or healthcare is strongly preferred.
Critical Skills
10+ years of progressive responsibility experience.
Track record of sales success and sales leadership success.
Recognized expert in McKesson type products and services.
Prior sales management and/or customer management experience.
Recognized expert in McKesson type products and services.
Experience in alternate site pharmacy segment of healthcare.
Prior sales leadership is preferred.
Additional Skills
Formal knowledge and background within the institutional closed door pharmacy market segment.
Understand of Medicare and Medicaid billing as it relates to alternate site pharmacies.
Sales management and understanding of pricing models.
Understanding of the GPOs and retail buying groups.
Able to work within an extraordinarily complex organization.
Working Conditions
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:
$189,700 - $316,100
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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