Field VP, Corporate Accounts Business Development, Northeast

McKesson•Work at Home - Ohio, USA (WOHA), OH

1d•$164,700 - $274,500•Remote

About The Position

The Field VP, Corporate Accounts - Business Development will be responsible for identifying, developing C-level relationships, and closing sales to high revenue, complex customers in the Ambulatory Care market that will have a major strategic impact to the success of McKesson Medical-Surgical. Ambulatory Care includes non-acute and non-governmental organizations, such as physician groups, urgent care, veterinary, dental organizations, and more. It does not include Health Systems as targets. This role requires a hands-on, growth-oriented leader with a strong bias to action, a track record of opening new enterprise relationships, and a passion for building momentum in early-stage, complex sales cycles. Mckesson Medical Surgical Description Mckesson Medical-Surgical (MMS) is a leader in healthcare supply chain management solutions. MMS partners with manufacturers, providers, pharmacies, governments and other organizations in healthcare to help provide the right medicines, medical products and healthcare services to the right patients at the right time, safely and cost-effectively. United by our ICARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more information, visit www.mckesson.com. We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us. Apply to join our team and help shape the future of healthcare! Current Need We are seeking a Field VP, Corporate Accounts - Business Development in our Northeast region of the US. The ideal candidate must live in the territory. Relocation will not be provided for this position. Position Description Responsible for originating, advancing, and closing new high-revenue, complex accounts within the Ambulatory Care market that will have a major strategic impact on the success of MMS. This role is a hunter-first position, focused on developing net-new customer relationships, navigating long and complex enterprise sales cycles, and securing new customer wins.

Requirements

Bachelor’s Degree or equivalent and typically requires 10 + years of relevant experience. Less years required if has relevant masters or Doctorate qualifications
Must have a valid driver's license and clear driving record
10+ years experience originating and closing large-scale sales to Ambulatory Care organizations in the US (including experience calling on Supply Chain and C-Suite) and must have established, current relationships
Proven track record of winning new customers and leading complex, multi-solution sales cycles with large, sophisticated organizations with ability to submit a portfolio or brag book
Experience creating ROI's and financial business cases
Strong executive level negotiation skills and ability to provide support during contract negotiation
Excellent written and verbal communication skills
Ability to work cross-functionally in matrix environment
Working understanding of GPOs and dynamics within healthcare landscapes
Demonstrated bias to action and comfort operating in ambiguous, fast-moving growth environments
Exceptional relationship building skills at all levels, both internally and externally
Ability to understand technology systems and customer connectivity platforms and articulate the value that they deliver to customers
High level of computer proficiency using Excel, Word, PowerPoint, and Outlook
Must have multiple examples of establishing new account wins with large, complex customers while integrating a variety of sales solutions

Nice To Haves

Salesforce CRM experience preferred
MBA preferred

Responsibilities

Identify, prioritize, and pursue net-new ambulatory care accounts that represent high revenue potential and strategic value to MMS
Lead enterprise prospecting and early- to mid-stage sales efforts, including outreach, discovery, and qualification with senior customer stakeholders
Develop clear account pursuit plans for priority prospects, outlining target decision-makers, customer needs, MMS value proposition, and competitive landscape
Build and maintain senior executive relationships (C-suite and VP-level) to create access, momentum, and sponsorship within complex customer organizations
Serve as the quarterback for complex enterprise opportunities, aligning internal teams around deal strategy, timelines, and customer requirements
Partner with pricing, contracting, supply chain, and solution teams to shape commercial proposals and business cases that meet customer and MMS objectives
Support financial analysis and ROI development as an input to proposals and executive discussions, in collaboration with internal subject-matter experts
Participate in contract discussions and negotiations as appropriate, ensuring continuity between customer expectations and MMS commitments
Maintain accurate visibility into pipeline activity, risks, and next steps, and drive momentum toward close across long-cycle opportunities