Director of National Accounts, Health Systems

McKesson; Tennessee; Hybrid; USD 177,000 - 296,000; Full time

Benefits offered by this job

Management Incentive Plan

Job summary

McKesson is seeking a Director of National Accounts, Health Systems in the United States. The role focuses on large, strategic health system accounts with a national scope, requiring leadership of cross-functional teams and strategic selling to drive long-term value.

The position is remote with substantial travel and a strong emphasis on revenue growth and relationship management. Qualifications include 10+ years in national accounts, healthcare distribution or group purchasing, and a Bachelor's

Qualifications

• Bachelor's degree in business, marketing, or a related field.
• 10+ years of relevant experience in national accounts.
• Experience in healthcare distribution and/or group purchasing organizations preferred.
• Willingness to travel 45%+.

Responsibilities

• Lead national health system accounts with multi-year strategy.
• Manage cross-functional teams across sales, operations, and legal.
• Develop and present business cases and proposals to executives.
• Forecasts, negotiates pricing, and secures long-term commitments.
• Travel to customer sites and industry events as required.

Skills

National accounts

Healthcare experience

Revenue growth

Leadership

Strategic planning

MS Office

Travel readiness

Education

Bachelor's degree in business/marketing or related field

Tools

MS Office

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. Company Profile McKesson Corporation is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions. McKesson partners with pharmaceutical manufacturers, providers, pharmacies, governments, and other organizations in healthcare to help provide the right medicines, medical products, and healthcare services to the right patients at the right time, safely and cost-effectively. United by our I2CARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more info, visit www.mckesson.com. We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us.

Role Overview

McKesson is seeking a Director of National Accounts, Health Systems. The Director of National Accounts, Health Systems focuses on critical, larger, more complex, high-visibility, strategic, or tactically important health system field account management accounts nationally. This role requires broad expertise or unique knowledge, using skills to contribute to the development of company objectives and principles and to achieve goals in creative and effective ways. The Director is viewed as an expert by the company and in the oncology field.

Key Responsibilities

• Plans, organizes, leads, and controls balanced sales growth, continued account penetration, and customer satisfaction with a long-term, multi-year focus.
• Works with complex or high-profile national health systems accounts, products/services, and sales or account management processes; serves as team leader.
• Plans own territory or account approach and provides input into colleagues’ approaches; manages own and often others' resources working through a matrixed organization.
• Nurtures an extensive network of industry leaders, customers, and prospects.
• Initiates contacts with and manages difficult/tough prospects by utilizing the Integrated Sales Cycle.
• May assist others with challenging sales and solutions.
• Often directs a cross-functional sales team.
• Acts independently to determine methods/procedures on new/special projects.
• May supervise others’ activity.
• Provides guidance and leadership in program management and strategic sales initiatives.
• Manages long-term retention pipeline by aggressively seeking strategic relationships and long-term customer commitments.
• Develops and maintains relationships with the largest national health system oncology aggregators at the enterprise level, advancing relationship goals and executing in accordance with contractual terms.
• Collaborates with cross-functional teams to ensure successful execution of customer initiatives and coordinates with account management and business development teams supporting individual membership accounts.
• Provides insights and tactics to develop and execute plans to achieve revenue and profit targets for the national accounts’ membership network.
• Manages/oversees the implementation of national account strategies/programs across all regions and channels.
• Builds and maintains strong relationships with key decision-makers, including boards, C-suite executives, purchasing managers, and other stakeholders.
• Analyzes market trends and customer data to identify opportunities for growth and improvement.
• Provides thought leadership and guidance to regional sales managers and account managers.
• Develops and delivers compelling presentations and proposals that demonstrate the value proposition and differentiation of McKesson’s products and services.
• Negotiates pricing, contract terms, renewals, and amendments to ensure mutually beneficial outcomes.
• Evaluates and maintains accurate sales forecasts and provides regular reporting to senior leadership.
• Stays current on industry trends, new product launches, competitive activity, and customer needs to inform business strategy and advance market position.
• Works closely with the VP of Health Systems to ensure strategic alignment.

Education & Minimum Requirements

• Bachelor’s degree in business, marketing, or a related field (or equivalent experience).
• Typically requires 10+ years of relevant experience.
• Less years of experience are required if the individual has relevant Masters or Doctorate qualifications.

Critical Skills

• 10+ years of experience managing national customer relationships with regional ops, preferably in healthcare.
• 6+ years working in or with community specialty care providers (e.g., Oncology, Rheumatology, Neurology, Ophthalmology).
• Proven track record of driving revenue growth and profitability through others in a national account setting.
• Demonstrated success in implementing strategy and resolving complex issues.
• Ability to lead, develop, and guide others.
• Strong analytical, communication, and interpersonal skills.
• Experience in healthcare distribution services and/or group purchasing organizations required.
• Ability to travel as needed (45%+).

Additional Skills

• Synthesizes extensive information and variables to formulate summaries and recommendations.
• Demonstrates excellent communication skills (active listening, mirroring, probing).
• Highly collaborative, capable of managing stakeholders in a matrix environment.
• Experience working with internal operations on related customer experiences and team workflows.
• Complete understanding of buy and bill process, medical/pharmacy benefits, community practice economics.
• Client-focused service mentality with an ability to facilitate and encourage cooperation between diverse groups.
• Ability to develop compelling business cases.
• Advanced proficiency in MS Office suite.

Working Environment

This role is eligible for a 25% MIP (McKesson/Management Incentive Plan) versus SIP (Sales Incentive Plan). Must be authorized to work in the US unrestricted. This position is not eligible for sponsorship. Ability to travel to current/potential customer sites, clinician meetings, and company events. Must have a valid driver's license with a clean, active, unrestricted driving record/MVR. Remote/Home Office work environment. Must live near a major metro airport. Able to travel extensively overnight to customers 45% of the time by air. Ideally, this Director will be located in Tennessee or Texas. Authorized to work in the United States without sponsorship. 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.

Compensation & Benefits

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. Our Total Target Cash (TTC) Pay Range for this position: $177,300 - $295,500 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, 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].

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. Company Profile McKesson Corporation is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions. McKesson partners with pharmaceutical manufacturers, providers, pharmacies, governments, and other organizations in healthcare to help provide the right medicines, medical products, and healthcare services to the right patients at the right time, safely and cost-effectively. United by our I2CARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more info, visit www.mckesson.com. We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us.