The Strategic Account Director (SAD) is a Senior Sales role responsible for leading and developing McKesson Specialized Distribution (MSD) partnerships with Pharmaceutical manufacturers and customers who require Specialized Distribution or 3pL services.
The SAD will lead and manage the day to day customer relationship and will build and develop a manufacturer partnership strategy that consistently delivers solutions that are integrated, advantageous to the customer and profitable to the Company. The SAD is responsible for facilitating the business relationship between the Customer and McKesson Canada's MSD pharmaceutical 3PL distribution business through the leadership of the partnership and by working cross-functionally to coordinate the support of internal resources and other key stakeholders. The SAD is responsible for achieving sales objectives and related KPIs in accordance with the overall MSD business plan.
The Strategic Account Director will have a strong understanding of McKesson Canada's capability, offerings and value-added services (across BU's), and will work with senior-level stakeholders within the customer's organization and the internal McKesson team to identify and build a strategic, value-based business partnership.
Section A - Specific Responsibilities
Collaborates with customers to develop partnership objectives and related KPIs, based on needs assessment, alignment of priorities, and customer relevant score cards and metrics.
Develops full knowledge of the customer account's organization and builds strong relationships between the two organizations across many different organizational levels, including Senior Leadership.
Actively manages the contractual commitments of the partnership and works collaboratively with operations, sales operations, finance, regulatory and other internal departments to share customer updates, resolve customer challenges and ensure that MSD service is meeting or exceeding customer expectations.
Leads MSD efforts for all relevant customer RFPs, contract extensions and renewals, ensuring that timelines are met, and that MSD is positioned well in advance to maintain and grow the partnership portfolio
Develops, maintains and communicates a formal account strategy and portfolio of key growth opportunities and challenges with MSD team and MSD Sr. Leadership
Proactively assesses, clarifies, and validates customer strategic objectives (short and long term) and priorities on an ongoing basis. Integrates learnings into customer business development plans.
Leads on-going day to day communication and conducts regular business meetings, and quarterly business reviews with all assigned customers
Works in close collaboration with entire MSD team including; Director of Business Development, Sr. Director of Sales Operations and VP Sales to ensure alignment around key customer priorities, issues and opportunities
Works in partnership with Strategic Procurement, McKesson Specialty Health, Manufacturer Relations and MVP teams to ensure a cohesive approach to manufacturer partnerships across all Business Units.
Secures involvement of McKesson's leadership team and the customer's senior leadership team in key meetings and business discussions
Achieves assigned sales and profitability objectives for the Strategic Accounts and prospects for new business within existing accounts and collaboratively along with BD team for new external partnerships
Champions and aligns McKesson cross-functional resources (operations, supply chain, procurement, sales operations) to help deliver solutions that support partnership success.
Communicates and contributes to McKesson's value proposition to build customer satisfaction and loyalty
Section B - Position Requirements Technical:
An undergraduate degree
5-10 years of experience in Sr. level account management roles, preferably with a Pharmaceutical manufacturer, Pharmaceutical Logistics provider or Pharmacy Wholesaler
Direct experience and strong knowledge of the pharmaceutical industry, Specialty Pharmaceuticals, Biosimilars, pharmacy operations, supply chain and/or 3PL logistics management
Strong financial and business acumen and the ability to create and defend a business case
Demonstrated experience in developing a strategic account strategy
Demonstrated experience negotiating agreements and building strong customer relationships
Demonstrated experience in working with and communicating strategies and opportunities to executives, account management and business unit operations teams
Strong teamwork skills; able to lead, inspire, partner, unite and collaborate with a team of professionals
Understanding of McKesson services and capabilities and best practices associated with pharmaceutical distribution and supply chain management
Understanding of Rx regulatory environment and specific implications for both McKesson and customer
A professional, confident, and strategic relationship builder
Strong executive presence; ability to effectively engage senior executives on a strategic level
Strong written and verbal communication skills
Demonstrated ability to inspire and engage a team, including cross-functional partners
Ability to influence with or without authority
Demonstrates sound judgment and confidence in making smart business decisions
Able to engage customers at a strategic level but with an ability to effectively manage the finer details
Able to effectively translate strategic plans into tactical execution
Brings a positive, "can-do" attitude
Demonstrates a customer-first mindset
Accountable and results orientated
McKesson is an Equal Opportunity employer.
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We deliver careers with purpose and potential. Our focus on better health starts with creating an inclusive environment with strong values where you can build a fulfilling career. You can count on us to provide you with resources and opportunities to grow and be your best, while contributing to our pursuit of improving lives. Every day, McKesson’s employees deliver products to healthcare providers that make a difference in the care and life of a patient. We work to distribute medical supplies, bandages, syringes, vials of flu vaccine, and pharmaceutical drugs to help real patients like Jack, an eight-year-old boy battling cancer. We take that job seriously. Together, the work we do is shaping the future of healthcare. If you are passionate about combining a meaningful career with a balanced life, join us on this journey and apply for a job with McKesson today. Every day, McKesson’s employees deliver products to healthcare providers that make a difference in the care and life of a patient.