Director, Account Planning Enablement

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.

Key Responsibilities:

Strategic Account Planning:

• Work closely with account teams and business development teams to assist in the development and implementation of comprehensive sales account plans for key accounts that align with McKesson’s business objectives.

• Work with strategic marketing team members to analyze market trends, customer needs, and competitive landscape to identify opportunities for growth and improvement and power account plans.

• Collaborate with cross-functional teams including product development, sales, customer relationship and finance to ensure alignment and effective execution of sales strategies.

• Develop strong relationships with stakeholders within other BU-s of McKesson to help enable cross-BU partnerships to power health system sales organizations.

• Develop enterprise view of customer and prospect engagements

Execution Leadership:

• Utilize project management skills to execute account plans working with cross-functional team

• Build consensus on developing a go-to-market plan that comprehends health system relationship with McKesson across the enterprise

• Measure execution performance against planned timeline and objectives

Customer Relationship Management:

• Partner with account teams to understand key customers, changes in operational strategies, and proactively develop action plans

• Monitor customer satisfaction scores and results; Work with cross-functional team to develop and execute action plans to address concerns and needs

Data-Driven Decision Making:

• Utilize data analytics and sales metrics to monitor performance, identify trends, and make informed decisions.

• Collaborate with account teams to define and track key performance indicators (KPIs) to measure the effectiveness and impact of account planning strategies and initiatives.

• Present insights and recommendations to executive leadership to drive strategic decision-making.

Innovation and Continuous Improvement:

• Implement best practices and continuous improvement initiatives to drive account planning activities

• Stay informed about industry trends, emerging technologies, and best practices to ensure McKesson remains competitive and innovative.

Management/Mentoring/Training:

• Manage a project/program manager that will be responsible for execution of key initiatives.

• Mentor and coach project work, foster the understanding and use of Project Management practices and tools necessary for successful and timely completion of projects 

Minimum Requirement:

Degree or equivalent experience. Typically requires 12+ years of professional experience and 4+ years of management experience.

Education:

Bachelor's or Master’s degree in business, marketing, or a related field OR equivalent experience.

Critical Skills:

• 12+ years of professional experience in sales, account planning in a marketing organization with a proven track record in a leadership role, preferably in a large, complex organization.

• Strong knowledge of sales processes, strategic planning, and customer relationship management.

• Strong knowledge of Salesforce CRM and analytics tools such as PowerBI.

• Highly influential and capable of educating stakeholders on the role of account planning and its purpose in the business.

• Excellent communication and interpersonal skills, with the ability to engage and influence business leaders, and external partners.

• Strategic thinker with strong analytical and problem-solving abilities.

Additional Skills:

• Strong leadership, organizational, and interpersonal skills; comfortable managing trade-offs.

• Ability to lead others without direct authority.

• Positive and flexible attitude to enable adjusting to different needs in an ever-changing environment.<