Enterprise Account Executive - Florida

Job Description

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.

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. Enterprise 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 Account Executive may also support Business Development Team in designated areas.

The role is based in Florida and covers both the east and west regions of the state. Candidates must reside in Florida or within a 4-hour driving distance (e.g., GA, AL, or the Southeast) and be able to travel to Florida weekly.

Key Responsibilities

Territory Management

McKesson central point of contact Enterprise wide with responsibility to coordinate / facilitate / collaborate internally from an Enterprise lens on behalf of customer to ensure total customer satisfaction and loyalty to McKesson

Managing the customer lifecycle

Quarterly Business Review with decision makers

Create and manage agenda driven customer meetings

Consistent call 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 customers

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

Understand decision process and key stakeholders

Retain at or above market Annual Operating Profit (AOP)

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) on new Enterprise Solution

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

Must successfully complete all required training demonstrating consistent & proven results

Other duties as assigned by VPS

Minimum Requirement

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

Education

4-year college degree or equivalent work experience

Critical Skills

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

Preferred : 4+ years sales experience with proven results with IDN’s and Health Systems

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

Experience maintaining market intelligence on competitor activity

Specialized Knowledge / Skills

Ability to Identify & Qualify Enterprise Solutions applicable to IDN / Health Systems

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

Ability to secure ongoing customer validation - Return on Investment (ROI) - on any new Enterprise solution

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, etc.) to communicate McKesson value proposition

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

Drive result through exceptional negotiation skills

Core Competencies for Primary Role

Proven 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, McKesson, 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 click here.

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

$108,300 - $180,500

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

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

Join us at McKesson!