Enterprise Account Executive, East Area

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. 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 Enterprise Account Executive may also support Business Development Team in designated areas.

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, Value) on new and existing Enterprise Solutions

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

Territory Management

• Managing the customer lifecycle

• Prepares and presents Quarterly Reviews with customers including goals, initiatives, trends, financial impact, value and ROI, etc.    

• Create and manage agenda driven customer meetings

• Consistent onsite and meeting 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 customer

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

• Understand decision process and key stakeholders.

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

• Other duties as assigned by Vice President of Health Systems

Minimum Requirement

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

Critical Skills

• Successfully complete all required training demonstrating consistent & proven results 

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

• Maintain market intelligence on competitor activity.

• Preferred: 5+ years sales experience with proven results with IDN’s and Health Systems

Additional Skills

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

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

• Secure ongoing customer validation - Return on Investment (ROI) and value - on existing and new Enterprise solutions.

• 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, Value, etc.) to communicate McKesson value proposition

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

• Drive result through exceptional negotiation skills

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

Core Competencies for Primary Role:

• Excellent time management & organizational skills

• In depth knowledge of the healthcare industry and impact to IDN or Health System

• Effective problem solving and decision-making skills.

• Proficient in applica