Note: The job is a remote job and is open to candidates in USA. McKesson is an impact-driven healthcare company delivering insights, products, and services to make quality care more accessible and affordable. The Director of Enterprise Accounts manages complex, large-scale integrated delivery networks and health systems, cultivating strategic partnerships, driving retention and renewals, and expanding enterprise solutions. The role also leads executive customer engagements, strategic account planning, and internal coordination across a multistate East Coast territory.
Responsibilities
- Develop, design and execute customer strategic plan to drive full Enterprise solutions
- Understand and articulate overall McKesson value seeking customer validation. Drive key customer initiatives and strategic discussions (i.e. 340B, Specialty, Ambulatory), ensuring customer buy in on value-add programs
- Own relationship at the corporate level and coordinate internal and external communication for IDN's and large Health Systems with common ownership or contractual distribution affiliation with McKesson. Serve as the key point of contact to customer
- Identify value added programs / solutions, resources and assign value. Gain customer buy-in on cost dollar savings through Enterprise Solution offerings. Track and report savings via QBR’s, customer report cards
- Leads strategic executive engagements, including development of relationships outside of the pharmacy at the corporate level (i.e. C-suite, Supply Chain, etc.). Lead Annual Summit reviews (if applicable), create Executive Scorecards and QBRs with key organization stakeholders (i.e. Supply Chain, Pharmacy Administration) to track and advance customer initiatives
- Leads customer retention and contracting renewal efforts with VP of Renewals. Manage and execute conversion of new business and organic growth effort through the sales process and execution of strategic account plans. Meet/exceed McKesson's financial goals through development and implementation of enterprise wise strategic solutions
- Leads internal calls with Account Executives to provide corporate updates and gather field feedback. Conducts ride along with EAE’s to gain local perspective and ensure line of sight to corporate initiatives
- Identify new opportunities and initiatives throughout IDN’s or Health Systems via engagement. Identifies and engages senior level executives to gain external customer support on initiatives and ensure programs receive adequate customer support from inception through execution
Skills
- **Candidate must reside on the East Coast. Territory can include multiple states ranging from Maine to Florida.**
- * Degree or equivalent and typically requires 7+ years of relevant experience
- * 7+ years field account management and/or sales experience, preferably in healthcare industry
- * Proven track record of customer retention, renewals and growth
- * Demonstrated executive relationship management
- * Ability to communicate and influence at all organization levels
- * Home office role with extensive territory travel up to 50%
- * Ideal candidate will reside in the Mid-Atlantic region near a hub airport
- ***Applicants must be currently authorized to work in the United States on a fulltime basis without the need for employer support or sponsorship now or in the future. This includes having the legal right to work in the United States without the need for McKesson support or sponsorship for any immigration related employment authorization (e.g., H1B, O1, E3, H1B1, TN, F1 OPT, F1 STEM OPT, F1 CPT, etc.) now or in the future.***
- * Advanced communication skills
- * Advanced leadership skills
- * Advanced selling skills
- * Advanced financial acumen
- * Proficient as a change agent
- * Proficient innovation mindset
- * Proficient results driven
- * Proficient intellectual curiosity
Benefits
- Annual bonus may be offered in addition to base pay.
- Long-term incentive opportunities may be offered in addition to base pay.
- Home office role
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