| Current Need We are seeking an Account Executive to join our team. This position will cover a territory to include the state of New York and Pennsylvania. The ideal candidate will reside within the territory. Position Summary The Account Executive role is responsible for retaining and growing their territory of existing customers/practices in oncology. This includes working with the customer to understand and identify the strategic vision and objectives within the customer organization while aligning McKesson products and services to ensure those business objectives are achieved. The AE should be well versed in developing and supporting the relationship between McKesson and the individual customer at multiple levels, including the c-suite, assisting the customer in maximizing the various McKesson products they currently use and working with the customer to identify areas of need where additional McKesson products may enhance attainment of their business goals. This will also entail developing and maintaining a productive working relationship with all pertinent internal departments/teams as well as ensuring all internal stakeholders are working in conjunction with each other to meet the overall agreed upon goals and strategies for the customer. The AE will demonstrate a mastery understanding of the industry drivers, trends that are impacting their customers and driving their business, buying decisions and deploy strong business acumen. Key Responsibilities Account Retention & Expansion -
Strategizes plans, prioritizes, and executes sales activities to create opportunities with new and existing practices. Understands the practice's business challenges, strategies and priorities and how McKesson Provider Solutions can help address those needs. -
Identifies the most strategically important customers, decision makers/influencers and personally develops relationships with them. -
Actively participates in a continuous customer planning process, in assessing customer value as well as by planning and shaping account strategies. Fully engages the practice in planning the account activities. -
With tenacity and resilience, develops and expands network to generate opportunities -
Understands practice processes, buying cycles and decision drivers as well as their current and future needs. Articulates ROI/value of products, services and solutions -
Executes flawlessly to deliver results. Customer Knowledge -
Takes action to meet the needs and concerns of the practices--considers how actions or plans will affect practices; responds quickly to meet needs and resolve problems; avoids over commitments. -
Sets up customer feedback systems--Implements effective ways to monitor and evaluate concerns, issues, and satisfaction within each practice and to anticipate the practices' needs. -
Educates the practices--Shares information with practices to build their understanding of issues and capabilities; is regarded by the practice as the thought leader in this industry. -
Builds collaborative relationships--Builds rapport and trusted advisor relationships with the practices; demonstrates empathy towards the customer in all situations and uses that empathy to successfully resolve issues; establishes regular meetings to be in front of the customer. Sales Forecasting -
Increases number of opportunities; increases average deal value; increases win rate; reduces sales cycle time. -
Builds a sales pipeline of high-quality opportunities and disqualifying unlikely and poorly fit opportunities. -
Prepares accurate and timely sales forecasts. -
Conducts win/loss analysis and sharing insights with other stakeholders. Financial and Business Acumen -
Understands the practice's decision drivers from their perspective (options available, financial benefit/costs) and the implications that buying decisions have on both McKesson and the practice. -
Draws upon knowledge of competitors and payers to communicate valuable insight on those issues that deliver results for both McKesson Provider Solutions and the practice. -
Understands Provider Solutions business units (BU) and their relationships to each other within -
Provider Solutions and McKesson. -
Prepares and delivers Quarterly Business Reviews; interprets the data to provide valuable insight and help the practice make decisions to increase profitable revenue for both the practice and McKesson Provider Solutions. Market Intelligence -
Rigorously identifies, collects, and organizes data for analysis and decision-making; articulates trends in the healthcare industry and develops new opportunities. -
Understands McKesson products and value-added services and how they compare/contrast to the competition -
Knows how the competition positions their products and/or services in the market and to the customer and can leverage the weaknesses to McKesson Provider Solutions' advantage. Additional Responsibilities -
Jointly identify and drive the strategic vision and partnership between the customer and McKesson, ensuring alignment in expectations for the product/service and the desired outcomes. Establishing multiple levels of relationship with the customer (high and wide: at the user level, department head level, and senior management), engaging Sr. Leadership when appropriate. -
Day-to-day account management, relationship building, selling and troubleshooting. Act as both the internal and external customer liaison, serving as the customer advocate, including monitoring and supporting all activity and chasing problem resolution through the appropriate part of our organization and escalating customer issues quickly if problems are not being addressed sufficiently. Works with operations, finance, customer care, GPO, generics, sales effectiveness, contracts, and legal among other internal teams. -
Analysis of sales reports and customer trends to proactively identify and capture opportunities. -
Identify opportunities for cross-selling new products across McKesson, selling add-on services and working with the sales team to identify opportunities and drive them to closure. -
Participating and deployment of training and education key learnings. -
Travel and Expense booking and reporting. -
Sales Force: Document activity, customer notes/status updates, maintenance of current and potential customer profiles and utilize to complete/adhere to company processes. Minimum Requirements 4+ years of relevant experience Critical Skills -
4+ years outside customer facing sales experience -
Must have a valid driver's license and clear driving record -
Must be flexible to travel up to 70% of time -
Intermediate proficiency with MS Office, Salesforce.com or CRM Additional Skills/Knowledge -
SAP and Salesforce experience strongly preferred -
Prefer healthcare experience in Oncology or Rheumatology -
Experience with delivering customer quarterly business reviews or analyzing performance and communicating value to customers -
Knowledgeable in insurance/payer landscape and trends in reimbursement and healthcare reform -
Demonstrates an understanding of a private medical practice business model -
Experience with pharmaceutical products (preferably oncology) and buy-and-bill model -
Demonstrated success in customer growth and retention. Strong executive presence and demonstrated capabilities in establishing executive level relationships and conducting executive-level meetings and presentations -
Must have superior communication skills with the ability to express complex messages and sell services through written and verbal communications to a variety of practice stakeholders (including physicians and administrative staff) -
Demonstrates leadership qualities and the ability to build and coordinate a team of professionals to accomplish a common goal/objective to deliver customer value -
Exceptional time management and organizational skills to prioritize and execute tasks -
Strategic and creative mindset with problem-solving capabilities -
Skilled in common business applications (MS Office) and ability to rapidly develop customer-facing presentations in MS PowerPoint -
Clinical or medical administrative credentials a plus Education 4-year bachelor's degree in Business, Health Administration, Communications, or a related discipline required Physical Requirements Agency Statement No agencies please Must be authorized to work in the US. Sponsorship is not available for this position. We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us. Apply to join our team and help shape the future of healthcare! Meaningful Work -
Your job at McKesson will help millions of people get more from their healthcare
We deliver medical supplies to healthcare providers that make a difference in the care and life of patients -
Help shape the future of healthcare in a meaningful career with a balanced life Unique Benefits -
Parental leave for moms AND dads -
Wellness resources and rewards, such as gift cards, rebates, medical premium discounts and fitness tracking devices -
Superb training and leadership development for career growth -
Commuter benefits plans McKesson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history. McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to McKessonTalentAcquisition@mckesson.com . Resumes or CVs submitted to this email box will not be accepted. Current employees must apply through the internal career site. Join us at McKesson! |
