Director of Enterprise Accounts

McKesson

About The Position

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. The primary role of the Director of Enterprise Accounts (DEA) for MHS is to manage complex, large scale Integrated Network Systems (IDN’s), Health Systems, or aggregation groups from a corporate Enterprise perspective. Engage with customer leadership and stake holders to cultivate long term strategic partnerships. Serve to understand customers long term strategies, growing and maintaining Enterprise Solutions within our portfolio of products and services. Serve as the voice of the customer internally and advocate for customer opportunities. Primary objective will be to renew all IDN’s or Health System customers working with VP of Renewals, field leadership team, and the national accounts team, at a market rate or better.

Requirements

Typically requires 7+ years of relevant experience.
4-year college degree or equivalent work experience.
7+ years field account management and/or sales experience, preferably in healthcare industry.
Proven track record of customer retention, renewals and growth.
Demonstrated executive relationship management.
Ability to communicate and influence at all organization levels.
Advanced communication skills
Advanced leadership skills
Advanced selling skills
Advanced financial acumen
Proficient as a change agent
Proficient innovation mindset
Proficient results driven
Proficient intellectual curiosity
Proficient in MS Office (Power point, excel, word)
Must have a valid driver’s license and ability to travel per customer requirements.

Responsibilities

Own relationship at the corporate level and coordinate internal and external communication for IDN's and large Health Systems with common ownership or contractual distribution affiliation with McKesson.
Serve as the key point of contact to customer, in conjunction with other field sales team members.
Develop, design and execute customer strategic plan to drive full Enterprise solutions.
Understand and articulate overall McKesson value seeking customer validation.
Drive key customer initiatives and strategic discussions (i.e. 340B, Specialty, Ambulatory), ensuring customer buy in on value add programs.
Identify value added programs / solutions, resources and assign value.
Gain customer buy in on cost dollar savings through Enterprise Solution offerings.
Track and report savings via QBR’s, customer report cards.
Leads strategic executive engagements, including development of relationships outside of the pharmacy at the corporate level (i.e. C-suite, Supply Chain, etc.).
Lead Annual Summit reviews (if applicable), create Executive Scorecards and QBRs with key organization stakeholders (i.e. Supply Chain, Pharmacy Administration) to track and advance customer initiatives.
Collaborate and support other field sales team members who have customer responsibilities across the same IDNs, health systems, and/or groups.
Leads customer retention and contracting renewal efforts with VP of Renewals, field leadership team, and national accounts team.
Manage and execute conversion of new business and organic growth effort through the sales process and execution of strategic account plans.
Meet/exceed McKesson's financial goals through development and implementation of enterprise wise strategic solutions.
Leads internal calls with Account Executives to provide corporate updates and gather field feedback.
Conducts ride along with AE’s to gain local perspective and ensure line of sight to corporate initiatives, as well as helping drive a consistent support model.
Identify new opportunities and initiatives throughout IDN’s or Health Systems via engagement.
Identifies and engages senior level executives to gain external customer support on initiatives and ensure programs receive adequate customer support from inception through execution.