Account Manager

McKesson; West of England; On-site; GBP 55,000 - 75,000; Full time

Benefits offered by this job

25 days Plus Bank Holidays

Company Sick Pay

Pension Scheme

Long Service Awards

Death in Service

Discounted Shopping Platform

Employee Assistance Programme

Excellent Career progression

Onsite parking with transport links

Job summary

McKesson is seeking a Field Based Account Manager for Hospitals and Doctors to own a portfolio P&L, drive growth across NHS Hospitals and Doctors accounts, and execute the channel strategy with cross-functional teams.

You will maintain Salesforce records, build Joint Business Plans, and regularly present territory plans and performance updates to stakeholders. Travel is required.

Qualifications

• Account management experience.
• Track record of achieving sales targets.
• Strong business relationship development.
• Articulate and flexible communicator at all levels.
• Strong presentation skills.
• Uses sales data to drive activity.
• Strong negotiator and influencer.
• Maintains a territory business plan and contact strategy.
• Full UK driving license.
• Willing to travel and stay away from home.

Responsibilities

• Fully own the portfolio P&L and deliver sales/profit targets.
• Identify NHS Hospitals, Doctors Dispensing and Independent Healthcare opportunities and develop contact strategies.
• Conduct regular face-to-face meetings with structured agendas.
• Maintain up-to-date Salesforce records for each customer.
• Record meeting outcomes, actions, and forecast impacts.
• Communicate portfolio performance and key drivers to the team.
• Participate in quarterly reviews and stakeholder updates.
• Create and manage Joint Business Plans to drive growth.
• Build territory plans to show growth across customers.
• Become competent with Medecator+ and promote its use.
• Collaborate with Marketing, Finance, Customer Service for joint activities.

Skills

Account management

Sales/commercial experience

Sales targets achievement

Relationship building

Presentational skills

Negotiation & influence

Territory planning

Full UK driving license

Willing to travel

Onboarding new business

Salesforce usage

Tools

Salesforce

Job description

About The Role

The Account Manager for Hospitals and Dispensing Doctors (Field Based) has ownership and responsibility for managing the P&L across a portfolio of their assigned customers across AAH, Trident and Enterprise (where applicable).

They will have dual responsibility for growth in selected Hospital and Doctors accounts that have been deemed important for field activity. They will have ultimate responsibility to increase growth performance from their assigned accounts and work with those customers to move business first line and/or realise significant market share growth based on their actions and delivery.

They will work closely with the Sales Channel Controller and internal teams to execute campaigns and propositions to deliver commercial growth in this sales channel. In addition, they The must demonstrate the ability to monitor, manage and develop the framework agreement contracting process within the defined territory and ensure that all commercial and OJEU framework contracts are managed effectively for commercial benefit to AAH and to remove risk of loss of business.

Accountabilities

• Fully own and be responsible for their portfolio P&L, and deliver monthly, quarterly, and annual sales and profit targets through effective management customer relationships and the implementation of the channel strategy.
• To play an active part in identifying sales opportunities within NHS Hospitals, Doctors Dispensing and Independent Healthcare customers and create and implement a contact strategy for their portfolio, undertaking regular face-to-face meetings that are supported by structured agendas and organising and managing top-to-top sessions for key customers.
• Expectation of 3 customer visits per working day which entails prospecting calls and business reviews with proactive agendas to drive growth.
• Maintain up to date Salesforce records for each customer within the portfolio and use this or similar platforms to
• Record meeting outcomes and actions, (linked to proposition and campaign successes and forecasts)
• Communicate the commercial performance of the portfolio P&L and key drivers at regular and ad-hoc team
• Meetings/quarterly reviews, to ensure appropriate action can be taken and relevant stakeholders are informed of key areas of success and areas of concern.
• Identifying portfolio growth opportunities to create and manage Joint Business Plans for each customer (where appropriate and defined) within their portfolio to achieve wholesale commercial objectives of AOP, Sales, Volume, Market Share.
• Build and present territory plans regularly to showcase how growth will occur across the given customer base.
• Become competent at Medecator+ and how it operates to ensure customers use all aspects of the platform.
• Work effectively and in collaboration with other departments (Marketing, Finance, Customer Service, etc) to implement joint business plan activities.

Why AAH?

AAH are the leading medical supplier in the UK, we impact millions of people across thousands of UK communities. From our network of branches, we distribute lifesaving medicines twice daily to pharmacies, hospitals and GP’s. We work collectively to make a difference.

We don’t believe in standing still, which is why we are investing in our future by transforming our branch network to ensure timely and safe delivery of our valued good.

Our ability to shape the future of healthcare depends on the passion and hard work ofourpeople.

• 25 days Plus Bank Holidays
• Company Sick Pay
• Pension Scheme
• Long Service Awards
• Death in Service
• Discounted Shopping Platform
• Employee Assistance Programme
• Excellent Career progression with full ongoing Support
• Onsite parking with excellent working conditions and transport links.(Check out the map to find our exact location).

About You

• Account management experience
• Sales/commercial experience
• A record of achieving sales targets, (through direct action) with a good background in commercial awareness.
• Builds excellent business relationships and can demonstrate business benefit off the back of such relationships.
• Articulate and flexible style communicator at all levels.
• Strong presentational qualities.
• Understands and uses sales data to drive activity
• Strong negotiator and influencer
• Confident, structured and well organised.
• Has and uses to good effect a Territory Business plan and customer contact strategy to maximise time versus reward.
• Good interpersonal skills
• Excellent record of ‘onboarding’ new business with first class administration & follow up.
• Self-confident, open minded with a pragmatic “can do” attitude.
• Emotionally resilient under pressure.
• Full UK driving license.
• Willing to Travel/stay away from home when required.

About Us

At AAH, you’ll be part of a team playing a vital role in one of the UK’s largest pharmaceutical and healthcare distribution networks. Every day, we make a difference in millions of lives by delivering lifesaving medicines from our network of branches to pharmacies, hospitals, and GP practices across thousands of communities.

We operate with purpose and integrity, guided by our ICARE values, and are proud of the inclusive, collaborative culture we’ve built. We don’t believe in standing still, which is why we are investing in our future by transforming our branch network to ensure timely and safe delivery of our valued goods.

As part of our commitment to responsible business practices, we’re actively working to reduce our environmental impact. From modernising our delivery fleet and optimising routes to minimising waste and improving energy efficiency across our operations, we’re supporting a more sustainable future for the communities we serve.

We are an equal opportunities employer, committed to diversity and inclusion. Our person-centred approach to recruitment ensures a fair and welcoming experience, free from discrimination and bias. If you require any reasonable adjustments due to a disability or medical condition, please let our recruitment team know so we can support you throughout the process