Regional Account Executive – Southern CA
About The Position
McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care. What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you. Position Summary The Regional Account Executive (RAE) is a field-based sales professional responsible for driving growth and pharmacy pull-through within a designated oncology and rare disease focused territory. This role builds strong relationships with oncologists, specialized multidisciplinary providers, advanced practitioners, and healthcare leaders to generate new business while expanding and retaining existing accounts. The ideal candidate is a highly motivated, organized, and engaging sales professional who thrives in a fast-paced, relationship-driven environment. This individual will partner with healthcare providers and internal teams to deliver high-touch service, solve complex challenges, and position Biologics by McKesson as a trusted specialty pharmacy partner.
Requirements
- 4+ years of healthcare sales and/or account management experience managing high-touch customers.
- Proven success in business development and account growth.
- Strong negotiation, partnering, and influencing skills.
- Strong relationship-building skills with healthcare providers and stakeholders.
- Excellent communication (write/verbal), organization, and time management skills.
- Proficiency with CRM systems and Microsoft Office tools.
- Ability to travel up to 80% within assigned territory.
- Degree or equivalent and typically requires 4+ years of relevant experience.
- Bachelor’s degree (BS/BA) strongly preferred.
Nice To Haves
- Experience working in a matrixed, cross-functional environment.
- Oncology, rare disease, specialty pharmacy, or related healthcare experience.
- Knowledge of 340B and specialty pharmacy landscape.
- Understanding of patient access, reimbursement, and payer dynamics.
- Clinical background (e.g., nursing, pharmacy tech) is a plus.
Responsibilities
- Develop and execute a strategic territory plan to achieve and exceed revenue and referral goals
- Prospect, qualify, and convert new business opportunities while growing existing accounts
- Build and maintain relationships with key decision-makers across oncology and multidisciplinary practices and health systems
- Partner with internal sales and business units on complex opportunities, including 340B prospects
- Lead conversations with customers to understand their needs and position tailored solutions
- Support new therapy launches and educate providers on available specialty pharmacy resources
- Serve as a trusted advisor to oncology and multidisciplinary practices by understanding clinical, financial, and operational challenges
- Deliver a high-touch, customer-first experience with proactive communication and issue resolution
- Conduct regular account reviews (QBRs) to demonstrate value and drive continued engagement
- Establish feedback loops to anticipate customer needs and continuously improve service
- Build and manage a high-quality pipeline, focusing on increasing win rates and deal size
- Maintain accurate forecasts and sales activity tracking in CRM tools (e.g., Salesforce)
- Analyze wins and losses to continuously refine sales strategy
- Monitor healthcare, payer, and oncology market trends to identify new opportunities
- Stay informed on competitive positioning and effectively differentiate Biologics’ solutions
- Collaborate cross-functionally to align customer needs with internal capabilities
- Resolve customer issues in partnership with operations and leadership teams
- Participate in oncology and rare disease related education, conferences, and professional organizations
- Build relationships with pharmaceutical manufacturers and industry stakeholders
Benefits
- competitive compensation package
- Total Rewards
- base pay
- annual bonus
- long-term incentive opportunities
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What This Job Offers
Job Type
Full-time
Career Level
Senior
