Account Executive - Northeast

McKesson • New York, MA

2d • $126,900 - $211,500 • Remote

About The Position

McKesson is seeking an Account Executive to retain and grow existing oncology customers and practices in the Northeast territory. The role works with customers to understand their strategic vision and business objectives, then aligns McKesson products and services to help achieve those goals. The Account Executive develops relationships at multiple levels, including the C-suite, helps customers maximize products they already use, and identifies opportunities where additional McKesson offerings may support their business goals. The role also coordinates with internal teams to ensure customer strategies and agreed-upon goals are supported across the organization.

The position combines account management, consultative selling, customer advocacy, forecasting, business analysis, and market intelligence. It includes leading Quarterly Business Reviews, conducting regular customer meetings, managing complex renewals and negotiations, identifying cross-selling opportunities, resolving customer issues, and maintaining accurate account information in Salesforce. The role is remote/home-office based, requires residence within the Northeastern US territory, and involves travel of up to 50%, mostly day travel. Applicants must be authorized to work in the United States without current or future employer sponsorship.

Requirements

• At least 4 years of relevant experience, or equivalent experience with a degree.
• At least 4 years of progressive experience in sales or service.
• At least 4 years of experience in professional communication, including conveying complex messages and selling services in writing and verbally to physicians, administrative staff, and other practice stakeholders.
• Executive-level consultative selling skills, including discovery, business acumen, data storytelling, and influencing complex decisions.
• Experience owning complex healthcare accounts, with demonstrated customer retention and growth results.
• Experience leading complex renewals and commercial negotiations involving multiple customer and internal stakeholders.
• Valid driver's license and a clean, active, unrestricted driving record/MVR.
• Must live within the Northeastern US territory and be authorized to work in the United States without employer sponsorship now or in the future.

Nice To Haves

• Bachelor’s degree in a business-related field, or equivalent work experience, preferably emphasizing business, health administration, communications, or another healthcare-related field.
• Intermediate proficiency with Microsoft Office and Salesforce.com or another CRM; SAP experience is preferred.
• Experience delivering customer Quarterly Business Reviews or analyzing performance and communicating value to customers.
• Demonstrated success in customer growth and retention.
• Ability to establish executive-level relationships and conduct executive-level meetings and presentations.
• Healthcare experience in oncology or rheumatology.
• Leadership qualities and ability to build and coordinate a team of professionals toward shared objectives and customer value.
• Experience with pharmaceutical products, preferably oncology, and the buy-and-bill model.

Responsibilities

• Retain and grow existing oncology customer and practice accounts through strategic sales activities and account planning.
• Lead Quarterly Business Reviews, conduct monthly customer meetings, and facilitate end-of-quarter business discussions.
• Understand customer business challenges, strategies, priorities, processes, buying cycles, and decision drivers; explain the value and return on investment of McKesson solutions.
• Identify strategically important customers and decision-makers, develop relationships at multiple organizational levels, and expand networks to generate opportunities.
• Develop account strategies collaboratively with practices and engage customers in planning account activities.
• Monitor customer feedback and satisfaction, anticipate customer needs, respond to concerns, and resolve problems without overcommitting.
• Educate practices and serve as an industry thought leader and trusted advisor.
• Build and manage a high-quality sales pipeline, increase opportunities and win rates, improve deal value, reduce sales cycle time, and disqualify poorly fitting opportunities.
• Prepare accurate, timely sales forecasts and conduct win/loss analysis, sharing insights with stakeholders.
• Assess customer decision drivers and the financial implications of purchasing decisions for both the practice and McKesson.
• Use knowledge of competitors, payers, McKesson Provider Solutions business units, products, and value-added services to advise customers and identify opportunities.
• Analyze sales reports and customer trends to identify and capture opportunities, including cross-selling products and add-on services.
• Coordinate customer relationships and account activity across internal teams, including operations, finance, customer care, GPO, generics, sales effectiveness, contracts, and legal.
• Act as an internal and external customer liaison and advocate; monitor activity, pursue problem resolution, and escalate unresolved customer issues promptly.
• Support and participate in training and education deployment and apply key learnings.
• Book and report travel and expenses.
• Document activities, customer notes and status updates, and current and potential customer profiles in Salesforce; follow company processes.

Benefits

• Competitive compensation package as part of McKesson Total Rewards.
• Potential annual bonus or long-term incentive opportunities in addition to base pay.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed