Regional 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.

Position Description 

McKesson is seeking a Regional Account Executive.

The Regional Account Executive (RAE) is a field-based sales professional responsible for generating pharmacy pull-through by building effective relationships with oncology clinicians, within a designated region. The RAE is tasked with continuously prospecting and converting new business, while simultaneously maintain and growing existing customers. 

The ideal candidate is a well-spoken, enthusiastic, and organized person with the ability to work productively and confidently with all prescribers, including physicians, mid-level clinicians, as well as practice and cancer center leadership. They will exhibit a high degree of energy and commitment to customer service; internally, by being a positive, action-focused, solution-oriented, and effective team member; externally, by providing outstanding service and high touch care to the company’s many pharmacy clients throughout their territory. 

RAEs must understand macro and micro healthcare dynamics, business fundamentals and physician motivation to develop strategies to optimize current customer success and attract new business. The RAE at times will act as a conduit between McKesson business units to identify areas for collaboration generate awareness, and coordination of objectives. Externally, the RAE networks with pharmaceutical manufacturers, physician groups and other industry stakeholders. The ability to navigate matrix organizations with a variety of products and services to align customer needs with internal solutions is paramount. 

Key Responsibilities 

Business Development, Account Retention & Expansion  

• Strategizes plans, prioritizes, and executes sales activities to create opportunities with new/existing practices. 

• Works with the Field Sales Director, establish a territory business plan to meet and exceed corporate annual revenue and referral goals for the assigned territory. 

• Collaborates with Senior Sales Executive on complex pipeline opportunities as well as 340B prospects. 

• Takes lead on new prospect opportunities set up by Inside Sales Campaign Specialists.  

• Understands the provider’s Specialty Pharmacy challenges, strategies, and priorities and how Biologics by McKesson can help address those needs. 

• Identifies the most strategically important customers, decision makers/influencers and personally develops relationships with them. 

• Actively participates in a continuous customer planning process, in assessing customer value as well as by planning and shaping account strategies. 

• Proactively Develops and expands network to generate opportunities. 

• Supports launches of new oral oncolytics and targeted therapies by educating likely prescribers about the resources available for new therapies. 

• Identifies important payor contracting opportunities in the assigned territory. 

Customer Knowledge 

• Meets the needs and concerns of the practices—considers how actions or plans will affect practices; responds quickly to meet needs and resolve problems; avoids over commitments. 

• Sets up customer feedback systems—Implements effective ways to monitor and evaluate concerns, issues, and satisfaction within each practice and to anticipate the practices’ needs. 

• Educates the practices—Shares information with practices to build their understanding of issues and capabilities; is regarded by the practice as the thought leader in this industry. 

• Builds collaborative relationships—Builds rapport and trusted advisor relationships with the practices; demonstrates empathy towards the customer in all situations and uses that empathy to successfully resolve issues; establishes regular meetings to be in front of the customer. 

Sales Forecasting 

• Increases number of opportunities, average deal value, win rate while reducing sales cycle time. 

• Builds a sales pipeline of high-quality opportunities and disqualifying unlikely and poorly fit