Senior Sales 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 Summary

The Senior Sales Executive, is responsible for leading the development and execution of innovative partnerships with the provider customers of Biologics specialty pharmacy, including community oncology practices and health systems. Strategies will be primarily focused on creating mutually beneficial models which drive efficiency and business value for the customer, while also increasing the prescription volume of oncology and rare disease drugs to the pharmacy.

The SSE will also be responsible for supporting the Biologics provider sales team to collaborate with the leadership teams of the physician institutions to develop the tactical plans necessary to execute on the partnership goals, as well as facilitate regular business reviews demonstrating the value being provided to the customer. The SSE will work with Biologics Regional Account Executives, within their assigned territory, to drive increase referral counts through net-new business development opportunities, as well as penetration of existing clients. Along with responsibility for their assigned set of strategic accounts, the SSE will also assume the lead for strategic initiatives (including but not limited to; 340B, cell and gene therapy, Biologics solutions rollouts) within the region. 

SSE’s must understand macro and micro healthcare dynamics, business fundamentals and physician motivation to develop strategies to attract new business. This is accomplished through effective lead management, strategic prospecting, relationship development and personalization of the sales process. The SSE fosters relationships with prospects, vetting needs, and opportunities to discover unique and creative ways to engage in a business & patient care relationships. Ultimately, the SSE will have responsibility for surpassing new referral goals for their assigned region. Success will also be measured by the overall business impact of these solutions and cross-functional collaboration which creates and sustains a contagious winning attitude among the sales team within a collaborative teamwork environment that promotes McKesson’s I2CARE and ILEAD principles. 

Key Responsibilities

1. Sales Opportunities = 50% 

Generates, cultivates, and expands opportunities for long-term growth from key prospects, customers, markets, and partners related to Biologics prescription referrals from providers and 340b growth, as well as cell and gene therapy. Grows market share through strategic acquisition of new business that meets or exceeds sales objectives. Collaborates with other business functions within the organization to drive integrated selling opportunities/solutions to closure. 

2. Customer Experience & Internal Operations = 25% 

Collaborates cross-functionally in the development of the organization's business plan, strategy, and goals. Performs competitive analysis, tracks industry trends, and maintains extensive knowledge of market conditions. 

3. Collaboration & Execution = 25% 

Acts as a key contributor in a more complex/critical environment. Acts as a resource for colleagues with less experience; may direct the work of others without formal management responsibilities. 

Education & Minimum Job Qualifications

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

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

Business Experience 

• Minimum of 7+ years’ experience with a proven track record of successful leadership in the healthcare field and strong relationships in the field of oncology.

• Direct experience working with provider customers/healthcare companies providing solutions to customers. 

• Familiar with Specialty Pharmacy Sales and 340b business development. 

• Demonstration of strategic thinking to solve complex problems and meet customer needs. 

• Ability to transla