Enterprise Account Executive, East Area

The Enterprise Account Executive (EAE) is responsible for managing the overall customer relationship to include day-to-day customer activities, renewals and issue resolution for assigned accounts. Account Executive is also responsible to qualify, collaborate with Enterprise subject matter experts and to drive new Enterprise Solutions through contracting & customer implementation. Secure and document customer’s realized return on investment (ROI) and value of new solutions. Portfolio of customers to include IDN’s and Health Systems within designated customer class. Primary focus will be to renew all IDN / Health System customers working with VP of Renewal & Field Leadership team. The Enterprise Account Executive may also support Business Development Team in designated areas.

Enterprise Solutions

Identifies & qualifies potential Enterprise Solutions for customers.

Engage Enterprise subject matter experts throughout sales process.

Oversee contract execution & implementation of new Enterprise Solutions

Collaborate with Enterprise stakeholders to drive incremental solutions.

Secure customer validation of Return on Investment (i.e. COGS & $'s impact, Value) on new and existing Enterprise Solutions

Gain agreement of Enterprise Solutions $ value within renewal / decision criteria

Territory Management

Managing the customer lifecycle

Prepares and presents Quarterly Reviews with customers including goals, initiatives, trends, financial impact, value and ROI, etc.

Create and manage agenda driven customer meetings

Consistent onsite and meeting schedule and documentation within SFDC

Visibility to build & enhance cross department relationships throughout IDN and / or Health System

Serves as the issue resolution point for customer

Internal coordination across Enterprise to insure highest level of customer satisfaction (i.e. NPS)

Understand decision process and key stakeholders.

Retain at or above market Annual Operating Profit (AOP)

Other duties as assigned by Vice President of Health Systems

Minimum Requirement

Degree or equivalent and typically requires 4 years of relevant experience.

Critical Skills

Successfully complete all required training demonstrating consistent & proven results

Expand working knowledge of healthcare industry (i.e. Affordable Care Act, 340B, Reimbursement)

Maintain market intelligence on competitor activity.

Preferred : 5 years sales experience with proven results with IDN’s and Health Systems

Additional Skills

Identify & Qualify Enterprise Solutions applicable to IDN / Health Systems

Accountable to drive sales process from inception to contract execution to include a seamless implementation.

Secure ongoing customer validation - Return on Investment (ROI) and value - on existing and new Enterprise solutions.

Advanced communications skills (1) Verbal Communication, 2) Non-verbal / Interpersonal communication, 3) Written Communications, 4) Formal & Informal, 5) Visual Communication

Financial Acumen : Clear, concise understanding of financial levers. Utilize customer language (i.e. $’s, ROI, Value, etc.) to communicate McKesson value proposition

Proven ability to work effectively within multiply matrix organization (internal & external)

Drive result through exceptional negotiation skills

Exceptional Consultative selling skills & ability to have crucial conversations, gain customer validation of overall Enterprise-wide value proposition

Core Competencies for Primary Role :

Excellent time management & organizational skills

In depth knowledge of the healthcare industry and impact to IDN or Health System

Effective problem solving and decision-making skills.

Proficient in applicable business technology (i.e. Microsoft, Outlook, Excel, PowerPoint, Word, McKesson applications, SFDC etc.)

Ability to manage multiple projects / tasks and meet deadlines in a fast-paced environment.

Ability to work in a collaborative team environment.

Ability to prioritize and organize while working autonomously.

Working Conditions

Environment (Office, warehouse, etc.) –

Home office with extensive territory travel (i.e. multiple states) up to 75%

Physical Requirements

Lifting, standing, etc.) – Lift up to 25 pounds, some physical work will be necessary

Must have a valid driver’s license and ability to travel per customer requirements.

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please

Our Total Target Cash (TTC) Pay Range for this position :

102,600 - $171,000

Total Target Cash (TTC) is defined as base pay plus target incentive.

Salary : $102,600 - $171,000