Enterprise Account Executive - East Area

McKesson•Usa, MD

21h

About The Position

The Enterprise Account Executive develops and manages strategic relationships with Integrated Delivery Networks (IDNs) and health system customers across an assigned multi-state territory. The role serves as a key contact for assigned accounts and supports customer retention, renewals, satisfaction, and adoption of enterprise solutions. It involves building relationships with senior customer stakeholders, understanding their business and financial priorities, and connecting them with solutions that deliver measurable value. The Enterprise Account Executive partners with internal subject matter experts and cross-functional teams to identify and qualify opportunities, support contract execution and implementation, and demonstrate customer return on investment (ROI). This is a field-based, home-office role involving travel across the assigned territory, potentially up to 75%, including overnight travel.

Requirements

Degree or equivalent experience and typically 4+ years of relevant experience.
Demonstrated experience in sales, account management, business development, or customer relationship management.
Experience managing customer relationships and supporting sales, renewals, or account-growth opportunities.
Experience using CRM technology to manage customer activity, opportunities, or sales pipeline.
Valid driver's license and ability to travel within the assigned territory.
Ability to travel up to 75%, including overnight travel, based on customer and business needs.
Ability to lift up to 25 pounds and perform occasional physical activities associated with customer visits or business travel.

Nice To Haves

Experience selling to or managing relationships with IDNs, hospitals, or health systems.
Healthcare sales, healthcare distribution, healthcare services, medical products, or related industry experience.
Experience managing complex or strategic accounts with multiple decision-makers and stakeholders.
Strong consultative and solution-selling skills with demonstrated negotiation experience.
Experience supporting contract negotiations, renewals, solution implementations, or cross-selling.
Ability to communicate financial value, ROI, cost savings, and business outcomes to customers.
Knowledge of healthcare market dynamics, reimbursement, 340B, or other issues affecting health systems.
Strong business and financial acumen.
Experience working cross-functionally in a matrixed organization.
Salesforce or similar CRM experience.
Strong presentation, organization, problem-solving, and communication skills.

Responsibilities

Own and manage relationships with assigned IDN and health system accounts across a multi-state territory.
Develop relationships with decision-makers and key stakeholders across customer organizations.
Lead customer renewal activities with sales and field leadership to support retention and profitable account growth.
Conduct strategic business reviews and customer meetings focused on financial performance, value realization, opportunities, and next steps.
Identify and qualify opportunities for additional enterprise solutions based on customer needs and business priorities.
Use a consultative selling approach to connect enterprise solutions with customers’ clinical, operational, and financial goals.
Partner with internal subject matter experts and cross-functional teams throughout the sales process.
Support opportunities from discovery and qualification through contracting, implementation, and customer adoption.
Establish and document measurable customer value and ROI for implemented solutions.
Coordinate internal resources to resolve customer issues and maintain strong customer communication.
Maintain accurate account activity, opportunity, pipeline, and customer information in Salesforce or another CRM.
Monitor healthcare industry trends, market dynamics, and competitor activity to support account strategy.
Manage territory priorities and sales activities independently while collaborating within a matrixed organization.