Enterprise Account Executive (EAE)

McKesson; United States; Hybrid; USD 127,000 - 212,000; Full time

Job summary

McKesson is seeking an Enterprise Account Executive to manage the full customer relationship across IDN/Health System accounts, renewals, and ROI validation. You will collaborate with Enterprise SMEs to drive new solutions and coordinate contract execution and implementation.

The role requires 4+ years in account management within healthcare, strong negotiating and communication skills, and the ability to influence at executive levels to achieve renewals and growth.

Qualifications

• Degree or equivalent with 4+ years relevant experience.
• Healthcare account management experience preferred.
• Ability to communicate and influence at all levels, including C-level.
• Strong negotiation and sales process skills.

Responsibilities

• Identify and qualify potential Enterprise Solutions.
• Engage Enterprise subject matter experts throughout sales process.
• Oversee contract execution and implementation.
• Collaborate with Enterprise stakeholders to drive ROI and value.
• Prepare Quarterly Reviews with customers and present goals, initiatives, ROI.
• Maintain onsite/remote meetings and SFDC documentation.

Skills

Account Management

Customer Retention

Renewals

Financial Acumen

Executive Communication

Negotiation

Sales Process

Cross-functional Collaboration

Education

4-year college degree

Tools

Salesforce.com

CRM software

Microsoft 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. If you want to be part of tomorrow’s health today, we want to hear from you.

The Enterprise Account Executive (EAE) is responsible for managing the overall customer relationship to include day-to-day customer activities, renewals, and issue resolution for assigned accounts. Account Executive is also responsible to qualify, collaborate with Enterprise subject matter experts and to drive new Enterprise Solutions through contracting & customer implementation. Secure and document customer’s realized return on investment (ROI) and value of new solutions. Portfolio of customers to include IDN’s and Health Systems within designated customer class. Primary focus will be to renew all IDN/Health System customers working with VP of Renewal & Field Leadership team. The Enterprise Account Executive may also support Business Development Team in designated areas.

Key Responsibilities

Enterprise Solutions

• Identifies & qualifies potential Enterprise Solutions for customers.
• Engage Enterprise subject matter experts throughout sales process.
• Oversee contract execution & implementation of new Enterprise Solutions
• Collaborate with Enterprise stakeholders to drive incremental solutions.
• Secure customer validation of Return on Investment (i.e. COGS & $’s impact, Value) on new and existing Enterprise Solutions
• Gain agreement of Enterprise Solutions $ value within renewal / decision criteria

Territory Management

• Managing the customer lifecycle
• Prepares and presents Quarterly Reviews with customers including goals, initiatives, trends, financial impact, value and ROI, etc.
• Create and manage agenda driven customer meetings.
• Consistent onsite and meeting schedule and documentation within SFDC
• Visibility to build & enhance cross department relationships throughout IDN and/or Health System
• Serves as the issue resolution point for customer.
• Internal coordination across Enterprise to insure highest level of customer satisfaction (i.e. NPS)
• Understand decision process and key stakeholders.
• Retain at or above market Annual Operating Profit (AOP)
• Other duties as assigned by Vice President of Health Systems

Minimum Requirement

Degree or equivalent and typically requires 4+ years of relevant experience.

Education

4-year college degree or equivalent work experience

Critical Skills

• 4+ years of Account Management in healthcare industry preferred.
• Proven track record of customer retention, renewals, and growth
• Financial Acumen: Clear, concise understanding of financial levers
• Ability to communicate and influence at all levelsof the organization as well as presentation skills to C-level audiences. Consistently delivering compelling presentations and QBRs
• Accountable to drive sales process from inception to contract execution to include a seamless implementation
• Drive result through exceptional negotiation skills
• Exceptional Consultative selling skills & ability to have crucial conversations, gain customer validation of overall Enterprise-wide value proposition

Additional Skills

• Proficiency in Microsoft Office (Outlook, Excel, Word, and PowerPoint) and Salesforce.com or CRM software experience
• In depth knowledge of the healthcare industry and impact to IDN or Health System
• Strategic, innovative, out of the box thinker, with demonstrated success in complex problem resolution
• Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment
• Planning, and forecasting along with market intelligence and assessment skills
• Strong business and financial acumen
• Collaborative team player with strong interpersonal and resource management skills

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

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

$126,900 - $211,500

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]. Resumes or CVs submitted to this email box will not be accepted.

Join us at McKesson!