VP of Regional Sales

McKesson•Columbus, OH

3d•$165,000 - $275,000

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 Description CoverMyMeds (CMM) is seeking a VP of Regional Sales for its Provider and Health System business segments, focusing on selling technology solutions that serve hospitals, health systems, and provider organizations. The ideal candidate will have a proven history of documented successes in selling technology solutions across provider markets, payer/PBM, or within the broader healthcare industry. This position is responsible for both new sales and retention of existing business, acting as the subject matter expert on CMM solutions for internal and external stakeholders. Preferred candidates will have experience selling technology solutions at the corporate level within provider organizations or health systems, and managing the sales process and outcomes across complex healthcare organizations.

Requirements

7+ years sales experience, preferably in the provider, health system, or hospital space.
Documented success in achieving set sales quotas.
Degree or equivalent
Expertise in prior authorization workflows, EHR integration, payer connectivity, and automation technologies.
Excellent oral and written communication skills.
Ability to sell solutions using consultative selling techniques.
Ability to develop and present cost benefit models to senior level provider personnel/administrators.
Experience with both cold calling to generate new business and nurturing/managing tenured accounts with longstanding relationships.
Cross-functional collaboration with product management, marketing, account management, finance, sales operations, and legal teams.
Articulate and analytical.

Nice To Haves

Healthcare sales experience is highly preferred.
Ability to successfully work remotely and independently.
Thorough knowledge of assigned product(s), company functions, marketing and/or service policies and procedures, and excellent communication skills.

Responsibilities

Develop new business opportunities, conduct opportunity assessments for all accounts, and define overall account strategies.
Maintains high-level executive relationships with health system decision-makers (CIOs, CMIOs, Revenue Cycle leaders).
Lead the discovery process and analysis/qualification for applicability of CoverMyMeds solutions into provider and health system market segments.
Collaborate with Legal teams to negotiate and navigate the contracting process.
Understand provider and health system processes, decision drivers, and current/future needs.
Maintain detailed knowledge of assigned products, customer vertical industry trends, and have in-depth understanding of the specific applications running in the customer’s environment.
Articulate the ROI of solution utilization for provider organizations.
Coordinate One McKesson opportunities across provider and health system accounts.
Achieve annual quota goals—for assigned provider and health system accounts and/or geographical area.
Rapidly build new provider networks via contracting to enable business to scale new solutions quickly in the market.
Manage and grow large, complex, and national health system accounts, ensuring long-term customer satisfaction and strategic account penetration.
Collaborate with cross-functional teams to deliver integrated solutions and maximize customer value.
Demonstrate appropriate level of knowledge regarding solution products, services, and business partners relevant to providers and health systems.
Independently determine ‘best fit’ for provider customers through the discovery process.
Manage sales expenses, working within McKesson Travel and Expense policy.
Log and forecast all territory sales activities in Salesforce.com and other sales tools as required.
Attend industry events, customer conferences, etc., to drive new sales and strengthen provider relationships.