Director of National Accounts, Health Systems

McKesson • Work at Home - Tennessee, USA (WTNA), TN

2d • $177,300 - $295,500 • Remote

About The Position

McKesson is seeking a Director of National Accounts, Health Systems, to manage critical, complex, high-visibility, and strategically important health system accounts nationally, with a focus on oncology. The Director contributes to company objectives, leads strategic sales and program initiatives, and is viewed as an expert by the company and in the oncology field.

The role focuses on balanced sales growth, account penetration, customer satisfaction, long-term retention, and strategic customer relationships. It manages national health system oncology aggregator relationships at the enterprise level, coordinates account strategies and customer initiatives across regions and channels, and collaborates with account management, business development, regional sales, and other cross-functional teams. The Director develops plans to achieve revenue and profit targets, advises colleagues and leaders, negotiates contracts, and reports forecasts and business performance to senior leadership.

This is a remote/home-office role. The Director must live near a major metropolitan airport and be able to travel extensively overnight by air to customer sites, clinician meetings, and company events, approximately 45% of the time. Tennessee or Texas is preferred. The position is not eligible for immigration sponsorship and requires unrestricted authorization to work in the United States. It offers a 25% McKesson/Management Incentive Plan (MIP); the stated total target cash pay range is $177,300–$295,500, including base pay plus target incentive.

Requirements

• Bachelor’s degree in business, marketing, or a related field, or equivalent experience.
• Typically 10 or more years of relevant experience; fewer years may be required with relevant master’s or doctorate qualifications.
• 10 or more years managing national customer relationships with regional operations, preferably in healthcare.
• 6 or more years working in or with community specialty care providers, such as oncology, rheumatology, neurology, or ophthalmology.
• Proven track record of driving revenue growth and profitability through others in a national account setting.
• Demonstrated success implementing strategy and resolving complex issues.
• Ability to lead, develop, and guide others.
• Strong analytical, communication, and interpersonal skills.
• Experience in healthcare distribution services and/or group purchasing organizations.
• Ability to travel as needed, at least 45% of the time.
• Ability to synthesize extensive information and variables into summaries and recommendations.
• Strong communication skills, including active listening, mirroring, and probing.
• Collaborative approach and ability to manage stakeholders in a matrix environment.
• Experience working with internal operations on related customer experiences and team workflows.
• Understanding of the buy-and-bill process, medical and pharmacy benefits, and community practice economics.
• Client-focused service mentality and ability to encourage cooperation among diverse groups.
• Ability to develop compelling business cases.
• Advanced proficiency in the Microsoft Office suite.
• Authorization to work in the United States without employer sponsorship now or in the future.
• Valid driver’s license and a clean, active, unrestricted driving record/MVR.
• Ability to travel to customer sites, clinician meetings, and company events; able to travel extensively overnight by air approximately 45% of the time.
• Must live near a major metropolitan airport.

Nice To Haves

• Ideally located in Tennessee or Texas.

Responsibilities

• Plan, organize, lead, and control balanced sales growth, continued account penetration, and customer satisfaction with a long-term, multi-year focus.
• Manage complex, high-profile national health system accounts, products and services, and sales or account-management processes; serve as a team leader.
• Plan territory and account approaches, provide input into colleagues’ approaches, and manage personal and sometimes others’ resources through a matrixed organization.
• Build and maintain an extensive network of industry leaders, customers, and prospects; initiate contact with difficult prospects and use the Integrated Sales Cycle.
• Assist with challenging sales and solutions and direct cross-functional sales teams as needed.
• Determine methods and procedures independently for new or special projects and potentially supervise others’ activities.
• Provide guidance and leadership in program management and strategic sales initiatives.
• Manage the long-term retention pipeline by pursuing strategic relationships and long-term customer commitments.
• Develop and maintain enterprise-level relationships with the largest national health system oncology aggregators, advance relationship goals, and execute contractual terms.
• Collaborate with cross-functional teams to execute customer initiatives and coordinate with account management and business development teams supporting individual membership accounts.
• Provide insights and tactics to develop and execute plans that achieve revenue and profit targets for the national accounts’ membership network.
• Manage or oversee implementation of national account strategies and programs across regions and channels.
• Build and maintain relationships with key decision-makers, including boards, C-suite executives, purchasing managers, and other stakeholders.
• Analyze market trends and customer data to identify growth and improvement opportunities.
• Provide thought leadership and guidance to regional sales managers and account managers.
• Develop and deliver presentations and proposals demonstrating the value and differentiation of McKesson products and services.
• Negotiate pricing, contract terms, renewals, and amendments.
• Evaluate and maintain accurate sales forecasts and provide regular reports to senior leadership.
• Monitor industry trends, product launches, competitive activity, and customer needs to inform business strategy and market position.
• Work closely with the VP of Health Systems to ensure strategic alignment.

Benefits

• Competitive compensation package as part of McKesson Total Rewards.
• Potential annual bonus or long-term incentive opportunities in addition to base pay.
• 25% McKesson/Management Incentive Plan (MIP).

What This Job Offers

• Job Type: Full-time
• Career Level: Director