3PL Strategic Account Manager

McKesson•Columbus, MI

2d•$80,600 - $134,400•Remote

About The Position

The Strategic Account Manager owns the direct relationship with customers and is responsible for oversight, implementation, and overall management of third-party logistic customers partnerships. Duties involve working directly with customers to design and execute against complex project plans to ensure the successful launch and management of the third-party logistic programs. This would involve working both within McKesson and externally with customers and business partners (domestic and international). Once the customer is on boarded, the strategic account manager will continue to maintain an understanding of the customer’s business, challenges and demands to create a long-term relationship with the customer, drive customer satisfaction and generate additional sales/profit. The Strategic Account Manager will assist in new customer sales efforts. This will entail active involvement in the RFP responses, customer site visits, quality audits and capability presentations. The Strategic Account Manager will be responsible for the ensuring the success of the total customer value stream. This role is highly cross functional in nature and does not have direct reports.

Requirements

4 years of distribution or account management experience (client-facing) preferably in Third-Party Logistics, Drug Distribution, PBM, or finance
Degree in business or related field or equivalent experience
Must be able to travel up to 25%
Data Acumen
Client Relationship Management
Contract/SLA Management
Solution Management
CRM Tool Administration
Must have Client Experience Management to medium to large strategic/complex customers with ability to build and maintain solid customer relationships
Must have experience with contract management, administration, and pricing negotiations
Requires strong financial acumen and must be able to develop strategies and grow revenue and EBITA
Strong aptitude to meet contractual processes and procedures
Experience working in a highly regulated environment
Must have strong communication skills with ability to organize thoughts and structure responses relative to your audience
Maintains a professional, executive presence
Strategic problem solving and decision-making ability
Ability to effectively manage conflict
Ability to build and deliver effective presentations to executive stakeholders
Must be able to build a presentation deck and deliver presentations to internal/external audiences
Computer proficiency in MS Office Suite including intermediate Excel
ERP experience (SAP strongly preferred)
Pricing/contracting/chargeback experience
Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment
Ability to assess reports for trends and identify gaps

Responsibilities

Serves as primary point of contact/internal advocate for clients in the day-to-day management of assigned strategic accounts, building strong relationships by delivering continuous value and ensuring client satisfaction/retention
Develops a deep understanding of the client’s business objectives and, independently or with limited direction, translates into a unique value proposition/action plan
Applies knowledge of client’s industry and/or business processes, knowledge of the product(s)/service(s) being sold, understanding of the applicable product/service portfolio, and technical aptitude to drive increased product and/or service adoption and utilization
Demonstrates service features beyond central functionality and/or full components of service offering and ensures best practices are adopted to help clients achieve maximum value
Leverages relationships with assigned accounts to deliver on a value-based selling approach, expand current footprint, and gain access to new areas within the client’s organization
Negotiates and executes contract renewals and drives organic growth through up-sell and cross-sell opportunities for assigned strategic accounts
Addresses various complex problems/requests and coordinates development of solutions through collaboration with internal partners (e.g., Engineering, Sales, Product, Finance, Operations), communicating key Customer Success pain points/needs
Uses understanding of the client’s needs to create a succinct and effective message to communicate the client’s business challenges/opportunities, targeted by stakeholder
Forecasts and tracks account health metrics, creates/utilizes reports to track progress, and uses customer relationship management tool to track opportunities, account plans, and activity for organization
Obtains and interprets data to create the client story (i.e., past, present, and future business), develop creative solutions, and present to client via monthly or quarterly business reviews as well as to internal leadership
Participates in and may lead cross functional projects as needed, including product and/or service innovation and operational enhancements that drive revenue and volume