Director of Enterprise Accounts (East Coast)

McKesson; Connecticut; Remote; USD 154,000 - 256,000; Full time

Job summary

McKesson is seeking a Director of Enterprise Accounts to lead strategic engagement with IDNs and Health Systems from a corporate perspective. You will renew, expand and advocate for enterprise solutions, partnering with VP Renewals and field leadership to align with customer goals.

You will manage executive relationships, drive enterprise programs (340B, Specialty, Ambulatory), and own key growth initiatives while traveling up to 50% from a home office basis.

Qualifications

• Degree or equivalent and typically 7+ years of relevant experience.
• 7+ years field account management and/or sales experience, preferably in healthcare.
• Proven track record of customer retention, renewals and growth.
• Demonstrated executive relationship management.
• Ability to communicate and influence at all organization levels.

Responsibilities

• Develop and execute enterprise strategic plans for IDNs and large Health Systems.
• Own corporate-level relationships and coordinate cross-functional teams.
• Identify value-added programs and drive customer initiatives.
• Lead renewal and growth efforts with executive stakeholders.

Skills

Executive relationship mgmt

Strategic account mgmt

Healthcare industry exp

Communication & influence

Education

Degree or equivalent

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.

About the Role:

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.

What You'll Do:

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.

Basic Requirements:

• Degree or equivalent and typically requires 7+ years of relevant experience
• 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

Preferred Skills/Experience:

• 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

Physical Requirements:

• Home office role with extensive territory travel up to 50%
• Ideal candidate will reside in the East Area near a hub airport

McKesson complies with all applicable U.S. immigration laws and regulations. The Company does not provide employer support or sponsorship for any immigration related employment benefit for this role.

Applicants must be currently authorized to work in the United States on a fulltime basis without the need for employer support or sponsorship now or in the future. This includes having the legal right to work in the United States without the need for McKesson support or sponsorship for any immigration related employment authorization (e.g., H1B, O1, E3, H1B1, TN, F1 OPT, F1 STEM OPT, F1 CPT, etc.) now or in the future.

If you will require McKesson to provide immigration support or sponsorship now or in the future, you should not apply for this position.

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.

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

$153,800 - $256,300

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, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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 (United States) [e-mail] or (Canada) [e-mail]. Resumes or CVs submitted to this email box will not be accepted.

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