Strategic Account Director

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.

Company Profile

McKesson Corporation is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions. McKesson partners with pharmaceutical manufacturers, providers, pharmacies, governments, and other organizations in healthcare to help provide the right medicines, medical products, and healthcare services to the right patients at the right time, safely and cost-effectively.

United by our I2CARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more info, visit www.mckesson.com.

We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us.

Position Summary

McKesson is seeking a Strategic Account Director (SAD).

The Strategic Account Director (SAD) role is a field-based position that is responsible for managing the top accounts in Specialty. A SAD typically manages an account portfolio worth 350-600M in annual drug revenue and provides a highly specialized and expert level of account management. The purpose of the role is to nurture long-standing relationships with customers and to ensure contract renewals. The focus of the relationship is on exceptional customer satisfaction, loyalty, and account retention.

The SAD will educate customers and drive the adoption of McKesson Specialty Health’s suite of technology and value-added services that will enhance customer efficiencies, profitability, and revenue. Additionally, the SAD will ensure expansion of drug portfolio both through new product launches and existing products. This role will be selling and engaging at the C-Level within all segments of our largest accounts, ensuring a positive customer experience that fosters long-term engagement.  

This Strategic Account Director must be expert at macro and micro healthcare dynamics, business fundamentals and stakeholder motivations in order to develop strategies that optimize current customer success. The SAD acts as a liaison internally between McKesson business units to identify areas for collaboration and to generate awareness, and coordination of objectives. Externally, the SAM networks with pharmaceutical manufacturers, McKesson business units and other industry players.

Critical success factors require SAD's to develop internal and external customer relationships, develop teams to identify and/or capture opportunities that ultimately provide value to customers. The ability to successfully navigate matrix organizations with a variety of products and services to align customer needs with internal solutions is critical.

Customer Knowledge

• Successfully & accurately anticipates and works toward the needs of the practices in advance of practices raising issues; leads others in developing new processes or behaviors to penetrate and understand practice needs.

• Develops innovative, value-added solutions by leveraging the appropriate resources to solve the practice’s challenges.

• Sets the standard within MSH in regard to reaching agreement in challenging or unique situations.

• Manages key stakeholders within the practices during the sales process, negotiations, and on-boarding.

• Ability to navigate and thrive in a large matrix organization with multiple channels of cross functional support.

• Thoroughly prepares himself/herself and other team members for customer meetings and negotiations, resulting in improved overall team performance.

• Consistently prepares & delivers compelling presentations.

Account Expansion

• Recognized as an expert in business expansion and provides guidance to others in account expansion.

• Coordinates effectively with all appropriate internal stakeholders to maximize MSH's cross-selling opportunities.

• Generates an increase in opportunities, reduces sales cycle time, and improves customer satisfaction as a result of the coordination.

• Develops thorough, individualized strategies by opportunity and pipeline stage.

• The practices actively seek advice and guidance.

• Able to articulate the practice’s short and long-term strategies.

• Able to diagnose unforeseen needs – environmental factors in a macro scale, and remediation strategies.

• Expert in Customer Knowledge.

• Successfully executes the MSH sales methodology; can coach others.

• Expertly uses sales tools; provides expert feedback on the improvement of the tools.

Financial & Business Acumen

• Regularly discusses financial measures and the financial impact of key decisions with the practice; understands the practice’s business and the operational and competitive impact MSH solutions have on the practice.

• Knows financial, marketing, and operations drivers behind the practice’s decisions and ensures they are addressed when preparing practice offerings; demonstrates financial impact.

• Leverages relationships between MSH, other business units (BU), and key operational functions, especially Finance.

Market Intelligence

• Uses understanding of business implications of industry trends and competitive action to create selling strategies; helps the practice to address changes proactively; provides industry-level insight into practices and can sell the practice on key ideas/solutions based on their knowledge of the industry and emerging trends.

• Maintains demonstrated expertise within the healthcare industry; deeply understands where value is created.

• Demonstrates ability to keep up-to-date on healthcare industry and the opinions of experts; uses information to formulate own opinions and anticipate industry changes; uses understanding of business implications, key trends, and competitive action in crafting selling strategies.

Sales Forecasting

• Consistently develops accurate and effective forecasts; recognized as an expert in providing reliable forecasts to senior leadership

• Regularly identifies and qualifies opportunities; increases the number of opportunities in the pipeline; improves close rate and reduces sales cycle time

• Can coach others in managing a sales pipeline and forecasting sales revenue.

Key Responsibilities

• Successfully nurture an assigned customer portfolio by employing the sales process to drive account leadership, relationship building, selling, and troubleshooting customer issues. Work with operations, finance, customer care, GPO, generics, sales effectiveness, contracts, and legal among other internal teams to ensure success and retention of the account. Opportunities include selling value-added services, optimizing wallet share, and increasing overall gross profit. Perform Quarterly Business Reviews to assess customer needs and reinforce the value of our relationship.

• Interpret, analyze, and create strategies from sales reports and customer data to: Assess customer needs and reinforce value of our relationship. Prepare and deliver QBRs to C-level audience. QBRs must include look-around-the-corner strategies for the practice. Ways to improve and enhance the delivery of service, growth-oriented programs and retain the account.

• Expand knowledge base of the marketplace, business environment, physician practice dynamics and customer concerns to drive consultative selling approach. Share best practices with broader Provider Services sales organization to inform strategy and enhance skills of others.

• Employ keen sales skills to prevent customer losses and drive ongoing customer relationships.

• Collaborates with other business functions within McKesson Specialty Health to drive integrated selling opportunities/solutions to closure.

• Manage customer-facing projects to ensure excellence in deployment of new services or new technologies. This may also include on-boarding of any newly assigned accounts.

• Document activity, customer notes/status updates, maintenance of current and potential customer profiles and utilization to complete/adhere to company processes using SalesForce.com.

• Participation in training and key educational learning initiatives.

• Own any MSH responses to assigned customer RFPs (~1-2 accounts/year).

Education & Minimum Job Qualifications

• 4-year degree, preferably with an emphasis in Sales, Marketing, Business/General Management, or a healthcare related field or equivalent experience. Graduate level education a plus (MBA, MHA, etc.).

• Typically requires 7+ Years of selling net-new business opportunities into large organizations.

Critical Skills​

• 7+ years of relevant experience in oncology.

• 4+ years of consultative sales experience with at least 3 years in a strategic account management role, preferably within the specialty health distribution space.

• Expertise in healthcare and distribution, GPO, industry trends, EHRs, inventory management technologies, billing and coding, private and public reimbursement models (including buy and bill, fee for service and value-based) and payer contracting.

• Sense of ownership/personal accountability to excel/achieve sales results through account retention/expansion.

• Innovative/creative approach to sales and business solutions.

• Excellent communication and presentation skills to C-level audiences. Consistently delivering compelling presentations and QBRs.

• Project management experience to manage customer facing projects.

Additional Knowledge & Skills

• Oncology knowledge and experience a plus.

• Mastery of Microsoft Office (Outlook, Excel, Word, & PowerPoint) Salesforce.com or CRM software experience.

• Strategic thinking, planning, forecasting along with market intelligence and assessment skills.

• Strong business and financial acumen.

• Team player with strong interpersonal and resource management skills.

Working Conditions

• Home-based in West/Mountain territory with access to a major airport due to extensive travel requirements.  
• Extensive travel (50% air/driving) to current/potential customer sites for clinician meetings/company events.
• Must have a valid driver's license with a clean driving record/ MVR.
• The ideal candidate will reside in CA or near client accounts, yet flexible for MST/PST time zones.
• Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.

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:

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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