Account Executive - East Region

McKesson•Usa, MD

1d•Remote

About The Position

McKesson is seeking an Account Executive for the East Region. This role is responsible for retaining and growing existing oncology customers within their territory. The Account Executive will work closely with customers to understand their strategic vision and objectives, aligning McKesson's products and services to help them achieve these goals. This involves developing and maintaining strong relationships at multiple levels within the customer organization, including the C-suite, to maximize the use of current McKesson products and identify opportunities for additional solutions. The role also requires close collaboration with internal McKesson departments and teams to ensure coordinated efforts towards customer success.

Requirements

Degree or equivalent and typically requires 4+ years of relevant experience.
Bachelor’s degree in a business-related field preferred or equivalent work experience with an emphasis in Business, Health Administration, Communications, or other healthcare-related field.
2+ years progressive experience in sales or service.
2+ year’ experience with professional communication with ability to express complex messages, sell services through written/verbal communications to a variety of practice stakeholders (physicians and admin staff).
Must be authorized to work in the US unrestricted.
Must live within the territory (East Region).
Ability to travel up to 50% within the territory, mostly day travel.
Must have a valid driver's license with a clean, active, unrestricted driving record/MVR.

Nice To Haves

Intermediate proficiency with MS Office, Salesforce.com or CRM, ideally with SAP experience.
Experience with delivering customer quarterly business reviews or analyzing performance and communicating value to customers.
Demonstrated success in customer growth and retention.
Demonstrated capabilities in establishing executive level relationships and conducting executive-level meetings and presentations.
Healthcare experience in Oncology or Rheumatology.
Demonstrates leadership qualities and the ability to build and coordinate a team of professionals to accomplish a common goal/objective to deliver customer value.
Experience with pharmaceutical products (preferably oncology) and buy-and-bill model.

Responsibilities

Strategizes, prioritizes, and executes sales activities to create opportunities with new and existing practices.
Leads Quarterly Business Reviews (QBRs), conducts monthly customer meetings, and facilitates end-of-quarter business discussions to drive growth, strengthen partnerships, and ensure alignment on customer goals and performance.
Understands the practice’s business challenges, strategies, and priorities and how McKesson Provider Solutions 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, assessing customer value and planning/shaping account strategies.
Fully engages the practice in planning account activities.
Proactively develops and expands network to generate opportunities.
Understands practice processes, buying cycles, decision drivers, and their current and future needs.
Articulates ROI/value of products, services, and solutions.
Meets the needs and concerns of the practices, responding quickly to meet needs and resolve problems.
Sets up customer feedback systems to monitor and evaluate concerns, issues, and satisfaction within each practice and to anticipate their needs.
Educates the practices by sharing information to build their understanding of issues and capabilities, acting as a thought leader in the industry.
Builds rapport and trusted advisor relationships with the practices, demonstrating empathy and using it to resolve issues.
Establishes regular meetings to maintain customer engagement.
Increases number of opportunities, average deal value, win rate while reducing sales cycle time.
Builds a sales pipeline of high-quality opportunities and disqualifies unlikely and poorly fit opportunities.
Prepares accurate and timely sales forecasts.
Conducts win/loss analysis and shares insights with other stakeholders.
Understands the practice’s decision drivers from their perspective and the implications of buying decisions on both McKesson and the practice.
Draws upon knowledge of competitors and payers to communicate valuable insight.
Understands Provider Solutions business units (BU) and their relationships within Provider Solutions and McKesson.
Prepares and delivers Quarterly Business Reviews, interpreting data to provide valuable insight and help practices make decisions to increase profitable revenue.
Identifies, collects, and organizes data for analysis and decision-making; articulates trends in the healthcare industry and develops new opportunities.
Understands McKesson products and value-added services and how they compare/contrast to the competition.
Knows how the competition positions their products and/or services and can leverage weaknesses to McKesson Provider Solutions' advantage.
Jointly identifies and drives the strategic vision and partnership between the customer and McKesson, ensuring alignment in expectations for the product/service and desired outcomes.
Establishes multiple levels of relationship with the customer (high and wide: at the user level, department head level, and senior management), engaging Sr. Leadership when appropriate.
Performs day-to-day account management, relationship building, selling, and troubleshooting.
Acts as both the internal and external customer liaison, serving as the customer advocate, including monitoring and supporting all activity and chasing problem resolution through the appropriate part of the organization and escalating customer issues quickly.
Works with operations, finance, customer care, GPO, generics, sales effectiveness, contracts, and legal among other internal teams.
Analyzes sales reports and customer trends to proactively identify and capture opportunities.
Identifies opportunities for cross-selling new products across McKesson, selling add-on services and working with the sales team to identify opportunities and drive them to closure.
Participates in and deploys training and education key learnings.
Manages travel and expense booking and reporting.
Documents activity, customer notes/status updates, and maintains current and potential customer profiles in Salesforce.