Field VP, Corporate Accounts, West

McKesson

About The Position

The Field VP, Corporate Accounts will be responsible for leading and expanding existing high-revenue, complex customers in the Ambulatory Care market that will have a major impact on 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. This role is designed for a relationship-oriented, execution-focused leader who excels at long-term account stewardship, value realization, and growing share of wallet within established customers. 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! We are seeking a Field VP of Corporate Accounts to lead strategic growth across our Western region. The ideal candidates will reside within this territory. Relocation will not be provided for this position. Responsible for retaining and growing existing large, complex ambulatory care organizations that have a major strategic impact on the success of McKesson Medical-Surgical. This role is a farmer-focused position, centered on deepening relationships, driving adoption of MMS solutions, and expanding share of wallet across long-standing customer partnerships. The role partners closely with internal stakeholders to deliver a high-quality, consistent customer experience, execute account strategies, and identify expansion opportunities.

Requirements

Bachelor’s Degree or equivalent and typically requires 7 + years of relevant experience
Must have a valid driver's license and clear driving record
Demonstrated experience managing and growing large, complex ambulatory care accounts
Proven ability to operate as a trusted advisor to C-suite and senior enterprise leaders
Strong consultative selling skills focused on retention, expansion, and long-term value creation
Deep understanding of healthcare distribution and complex ambulatory care customer dynamics
Strong analytical skills and business acumen, including experience supporting contract performance and account economics
Prior experience onboarding and supporting large, complex ambulatory care customers
Outstanding communication, presentation and listening skills
Ability to lead and execute long-term account strategies and mobilize cross-functional resources
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 providing sales support to large, complex customers that integrate a variety of sales solutions

Nice To Haves

Salesforce CRM experience preferred
MBA preferred

Responsibilities

Strategic Account Leadership & Retention
Own the overall account strategy for assigned customers, ensuring alignment between customer objectives and MMS capabilities
Develop and execute account plans and contract strategies, including service requirements, commercial considerations, stakeholder mapping, and governance models
Serve as the primary executive relationship owner, maintaining strong partnerships with C-suite and senior leaders to drive trust, satisfaction, and long-term alignment
Monitor and drive key customer performance indicators, including service levels, financial outcomes, quality, and reliability
Partner with and navigate GPO relationships to support contract execution, compliance, and ongoing value delivery
Expansion of Existing Accounts
Identify and pursue opportunities to expand scope, products, and solutions within assigned Ambulatory Care customers
Collaborate across MMS business units to introduce additional offerings that address evolving customer needs and increase share of wallet
Lead customer discussions around solution adoption, optimization, and change management to support expansion initiatives
Ensure continuity between customer expectations, MMS commitments, and operational execution as accounts grow