Enterprise Account Executive

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 Enterprise Account Executive (EAE) is responsible for managing the overall customer relationship to include day-to-day customer activities, renewals and issue resolution for assigned accounts. Enterprise Account Executive is also responsible to qualify, collaborate with Enterprise subject matter experts and to drive new Enterprise Solutions through contracting & customer implementation.  Secure and document customer’s realized return on investment (ROI) and value of new solutions. Portfolio of customers to include IDN’s and Health Systems within designated customer class.  Primary focus will be to renew all IDN/Health System customers working with VP of Renewal & Field Leadership team.  The Account Executive may also support Business Development Team in designated areas.         

Key Responsibilities

Territory Management

• McKesson central point of contact Enterprise wide with responsibility to coordinate/facilitate/collaborate internally from an Enterprise lens on behalf of customer to ensure total customer satisfaction and loyalty to McKesson 

• Managing the customer lifecycle

• Quarterly Financial Impact (i.e. Scorecard) with decision makers 

• Enterprise Scorecard   

• Create and manage agenda driven customer meetings

• Consistent call schedule and documentation within SFDC

• Visibility to build & enhance cross department relationships throughout IDN and/or Health System

• Serves as the issue resolution point for customers

• Internal coordination across Enterprise to ensure highest level of customer satisfaction (i.e. NPS) 

• Understand decision process and key stakeholders

• Retain at or above market Annual Operating Profit (AOP)

Enterprise Solutions

• Identifies & qualifies potential Enterprise Solutions for customers 

• Engage Enterprise subject matter experts throughout sales process

• Oversee contract execution & implementation of new Enterprise Solutions

• Collaborate with Enterprise stakeholders to drive incremental solutions 

• Secure customer validation of Return on Investment (i.e. COGS & $'s impact) on new Enterprise Solution

• Gain agreement of Enterprise Solutions $ value within renewal / decision criteria

• Must successfully complete all required training demonstrating consistent & proven results 

• Other duties as assigned by VPS

Minimum Requirement

Degree or equivalent and typically requires 4+ years of relevant experience.

Education

4-year college degree or equivalent work experience

Critical Skills

• Exceptional consultative selling skills & ability to have crucial conversations, gain customer validation of overall Enterprise wide value proposition   

• Preferred: 4+ years sales experience with proven results with IDN’s and Health Systems

• Expand working knowledge of healthcare industry (i.e. Affordable Care Act, 340B, Reimbursement) 

• Experience maintaining market intelligence on competitor activity

Additional Knowledge & Skills

• Ability to Identify & Qualify Enterprise Solutions applicable to IDN / Health Systems 

• Ability to drive sales process from inception to contract execution to include a seamless implementation

• Ability to secure ongoing customer validation - Return on Investment (ROI) - on any new Enterprise solution

• Advanced communications skills (1) Verbal Communication, 2) Non-verbal / Interpersonal communication, 3) Written Communications, 4) Formal & Informal, 5) Visual Communication

• Financial Acumen: Clear, concise understanding of financial levers.  Utilize customer language (i.e. $’s, ROI, etc.) to communicate McKesson value proposition

• Proven ability to work effectively within multiply matrix organization (internal & external) 

• Drive result through exception