Job Description
The primary role of the Director of Enterprise Accounts (DEA) for MHS is to manage complex, large scale Integrated Network Systems (IDN’s), Health Systems, or aggregation groups from a corporate Enterprise perspective. Engage with customer leadership and stake holders to cultivate long term strategic partnerships. Serve to understand customers long term strategies, growing and maintaining Enterprise Solutions within our portfolio of products and services. Serve as the voice of the customer internally and advocate for customer opportunities. Primary objective will be to renew all IDN’s or Health System customers working with VP of Renewals, field leadership team, and the national accounts team, at a market rate or better.
Key Responsibilities *Central Territory*
Strategic Enterprise Engagement
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, in conjunction with other field sales team members.
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.
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.
Collaborate and support other field sales team members who have customer responsibilities across the same IDNs, health systems, and/or groups.
Retention and Growth
Leads customer retention and contracting renewal efforts with VP of Renewals, field leadership team, and national accounts team. 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 AE’s to gain local perspective and ensure line of sight to corporate initiatives, as well as helping drive a consistent support model.
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.
Minimum Requirement
Typically requires 7+ years of relevant experience.
Education
4-year college degree or equivalent work experience.
Critical Skills
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.
Additional Skills
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
Proficient in MS Office (Power point, excel, word)
Working Conditions
Home office with extensive area travel up to 50%
Physical Requirements
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:
$145,200 - $242,000Total Target Cash (TTC) is defined as base pay plus target incentive.
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