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Director of Enterprise Accounts, East

McKesson

United States

Remote

USD 137,000 - 230,000

Full time

Yesterday
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Job summary

McKesson is seeking a Director of Enterprise Accounts to manage large scale Integrated Network Systems and cultivate strategic partnerships. The ideal candidate will have over 7 years of experience in account management, preferably in healthcare, and will be responsible for customer retention and growth initiatives. This role requires strong leadership and communication skills, along with the ability to influence at all organizational levels.

Qualifications

  • 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.

Responsibilities

  • Manage complex, large scale Integrated Network Systems (IDNs) or Health Systems.
  • Develop and execute customer strategic plans to drive full Enterprise solutions.
  • Lead customer retention and contracting renewal efforts.

Skills

Account Management
Sales
Communication
Leadership
Financial Acumen
Innovation Mindset

Education

4-year college degree or equivalent work experience

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 primary role of the Director of Enterprise Accounts (DEA) for MHS is to manage complex, large scale Integrated Network Systems (IDN’s) or Health Systems 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 Renewal and field leadership team at a market rate or better.

Key Responsibilities

Strategic Enterprise Engagement

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.

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.

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.

Retention and Growth

Leads customer retention and contracting renewal efforts with VP of Renewals. 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 EAE’s to gain local perspective and ensure line of sight to corporate initiatives.

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.

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

Working Conditions

Home office with extensive area travel up to 70%

Ideal candidate will reside in the Mid-Atlantic region (VA, NC)

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:

$137,900 - $229,900

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 primary role of the Director of Enterprise Accounts (DEA) for MHS is to manage complex, large scale Integrated Network Systems (IDN’s) or Health Systems 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 Renewal and field leadership team at a market rate or better.

Key Responsibilities

Strategic Enterprise Engagement

  • 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.

  • 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.

  • 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.

Retention and Growth

  • Leads customer retention and contracting renewal efforts with VP of Renewals. 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 EAE’s to gain local perspective and ensure line of sight to corporate initiatives.

  • 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

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

Working Conditions

  • Home office with extensive area travel up to 70%

  • Ideal candidate will reside in the Mid-Atlantic region (VA, NC)

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:

$137,900 - $229,900

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!

About the company

McKesson Corporation is an American company distributing pharmaceuticals and providing health information technology, medical supplies, and care management tools.

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