Health System Inside Sales, Corporate Account Manager

McKesson•Richmond, VA

3d•Hybrid

About The Position

The Health Systems Inside Sales Corporate Account Manager (CAM) is responsible for managing and growing a portfolio of large, complex health system accounts through proactive, insight-driven engagement. This role oversees a focused book of approximately six high-value accounts, each generating over $5M annually, requiring a strategic and highly consultative approach. This individual is accountable for driving enterprise value across a diverse portfolio of accounts in varying performance stages—expanding share of wallet within growth accounts, stabilizing existing revenue, and identifying opportunities to recover and re-engage underperforming or declining relationships. Success in this role requires the ability to uncover new business opportunities within existing health systems while aligning solutions to customer clinical, operational, and financial priorities. The CAM builds trust with senior stakeholders through professionalism, business acumen, and a steady leadership presence. This role requires a pragmatic, low-ego approach, prioritizing collaboration, clarity, and results while navigating complex customer environments. In this role, the CAM will also assist in executing quarterly business reviews and annual planning sessions, partnering with Inside Sales leadership and cross-functional stakeholders to execute strategic account plans focused on revenue growth, retention, and profitability. This role reports to the Inside Sales Manager with a dotted line to Area Vice Presidents aligned to assigned accounts.

Requirements

4+ years of relevant experience
Ability to strategically manage and grow a small portfolio of high-value accounts, balancing growth, retention, and recovery
Demonstrates strong executive presence, sound judgment, and professionalism in complex or high-pressure situations
Skilled at building trusted relationships with senior stakeholders across clinical, operational, and procurement functions
Ability to identify new business opportunities within existing accounts and translate insights into action
Strong communication and presentation skills, including the ability to lead business reviews and influence decision-makers
Operates with a collaborative, low-ego approach, effectively partnering across teams to drive outcomes
Demonstrates ownership, follow-through, and execution discipline in a fast-paced environment
Bachelor’s degree or equivalent experience
Minimum 4 + years of experience in inside sales, account management, or healthcare distribution
Experience managing or supporting complex / enterprise health system accounts
Strong understanding of pricing, contract structures, and margin dynamics within distribution or healthcare environments
Experience using CRM tools (e.g., Salesforce) and managing sales pipelines
Ability to develop and execute strategic account plans and deliver formal business reviews (QBRs, planning sessions)
Ability to travel up to 25% and maintain reliable transportation
Willingness to work in a hybrid environment aligned to Richmond-based activities as needed

Nice To Haves

Experience with GPO structures (e.g., Vizient, HealthTrust, Premier)
Knowledge of medical-surgical distribution and healthcare supply chain operations
Strong analytical capabilities, including the ability to translate data into actionable recommendations
Experience navigating cross-functional environments to resolve issues and drive customer outcomes
Strong conflict resolution skills, maintaining focus on positive customer experience
Ability to manage multiple priorities and competing demands effectively

Responsibilities

Manage a portfolio of high-value health system accounts ($5M+ annually) with full accountability for revenue retention, growth, and profitability
Develop and execute strategic account plans aligned to customer clinical, operational, and financial priorities, including quarterly and annual business planning
Identify, develop, and drive cross-sell, upsell, and new business opportunities within existing accounts
Manage a portfolio with varied performance levels by: ~Expanding growth accounts ~Stabilizing and maintaining existing revenue ~Re-engaging and recovering underperforming or declining accounts
Maintain disciplined CRM (SFDC) funnel management and documentation as a single source of truth
Serve as the primary inside sales point of contact for assigned health system accounts
Build and maintain strong relationships with supply chain, procurement, clinical, and executive stakeholders
Deliver proactive, value-based engagement, including issue resolution and continuous alignment to customer needs
Partner with field teams to ensure consistent customer strategy and communication
Conduct periodic in-person engagement to strengthen relationships and support long-term retention
Assist in executing Quarterly Business Reviews (QBRs) and support annual planning to advance account strategy and market share growth
Ensure alignment to contract strategy, including GPOs, manufacturer agreements, and local vendor execution
Monitor and manage key performance indicators including service levels, pricing alignment, and contract compliance
Support operational processes impacting the customer experience, including order management, issue resolution, and accounts receivable coordination
Leverage data to provide actionable insights on utilization, pricing, and savings opportunities
Translate analytics into strategic recommendations that improve customer outcomes and drive growth
Ensure accuracy and alignment between contract pricing, invoicing, and performance expectations
Partner with Inside Sales leadership, Field Sales, Finance, Operations, Value Management, and Customer Service teams to execute account strategy
Collaborate across specialized teams (e.g., equipment, lab, Rx, home health, surgical, etc.) to deliver a coordinated, enterprise-wide customer experience
Coordinate internal resources to resolve issues, remove barriers, and accelerate growth opportunities
Support enterprise and Health Systems initiatives aligned to McKesson’s broader strategy