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Tomorrow’s health is… The dedication to accomplish more.

Vice President, National Accounts

Irving, Texas, Alpharetta, Georgia, Columbus, Ohio, Richmond, Virginia, The Woodlands, Texas
Job IDJR0127684 See Job Responsibilities
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Success Profile

What makes a successful Vice President, National Accounts? Here are the top traits.

  • Achiever
  • Entrepreneurial
  • Goal-Oriented
  • Persuasive
  • Relationship Expertise
  • Skilled Presenter

Employee Spotlight

The opportunity to work at McKesson means you get to join in our company purpose of Advancing Health Outcomes for All. Hear from one of our team members to learn more about their role and how they get to make an impact every day.

Culture

Play a key role

Set out every day to do purposeful and meaningful work. Manage the entire deal lifecycle of a customer and play a key role in how McKesson can advance health outcomes for all.

Collaborate

Join a collaborative, fast-paced, determined team that is dedicated to building excellent relationships with our prospects and customers.

Your expertise

The future of health starts with you. Your unique story, ideas and experiences are valued here, and we need your sales expertise to fulfill our mission of improving care in every setting.

Benefits

  • Coverage you can rely on

    • Medical, Dental, and Vision
    • Health Spending Accounts
    • Flexible Spending Accounts
  • Benefits that go beyond your base pay

    • 401(k) (U.S.)
    • Pension (Canada)
    • Employee Stock Purchase Plan
  • Support for total well-being

    • Mental Health Programs
    • Flexible Schedules
    • Paid Time Off
    • Wellness Program
    • Education Reimbursement
    • Volunteer Opportunities
    • Flexible Work Environment
  • A global leader of inclusion

    McKesson’s commitment to diversity and inclusion starts at the top. We have also been named a Best Employer for Diversity by Forbes.

Responsibility

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 Vice President, National Accounts roleis responsible for the relationship with, and the formulation and execution of the overall customer strategy. The primary objective is to drive revenue and margin growth within the Strategic Accounts segment. This role is also responsible for making the business case internally regarding deal structure and financials.

Building and developing relationships with executive level decision makers is necessary to drive meaningful business opportunities while expanding our partnerships.  Deep knowledge of customer needs is required to create solution driven approaches to our sales process.  Given the complexity and breadth of services our customers offer in the market, knowledge of and collaboration with our enterprise business partners and supporting functional areas is needed to drive solutions to the marketplace.  

*****Remote/Work from Home. Commutable distance to a McKesson Hub is preferred: in Irving, TX, The Woodlands, TX, Alpharetta, GA, Columbus, OH, or Richmond, VA*****

Key Responsibilities

Leadership: 

  • Bring dynamic leadership to customers through matrix selling, and determine resources required to execute plans and prioritize activities and opportunities. 

  • Influence and gain acceptance of others to one’s ideas through effective communication, relevant and insightful analysis, and creative thinking. Recognized as an executive, and a thought partner and business expert, with a highly sophisticated understanding of customer needs and competitors’ offerings.

  • Develop new and innovative approaches to the sales process, including negotiation of sales and service termsSets overall account management strategy.

  • Promote and enable change using innovation and the Digital Mindset to solve problems and streamline the sales process.

Customer Management: 

  • Lead RFP/RFI processes, working with Sales Support, Marketing, Finance, Operations, Legal teams. Lead development of pricing construct with Pricing Team.

  • Lead teams for presentations to favorably differentiate McKesson from competitors.

  • Establish, track, and measure performance goals, contract compliance and resource requirements for all assigned Strategic Accounts.

  • Provide consultative support, including customer & McKesson root cause and gap analyses.

Strategic Planning: 

  • Create, develop, and implement offerings for new strategic initiatives.

  • Manage contract life cycle and long-term pipeline.

  • Seek strategic relationships and customer commitments to expand McKesson's footprint and create value.

Strategic Partnership & Market Leadership: 

  • In partnership with CSI, Strategy and Marketing, provide thought leadership to develop new products, services, and programs through the voice of the customer.

  • Drive visibility and understanding of McKesson and Strategic Accounts’ brand and value proposition in the marketplace.

  • Maintain thorough knowledge of company’s products, competition, and broader market dynamics.

Minimum Requirement:

Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if has relevant Masters or Doctorate qualifications.

Critical Skills

  • Typically requires 10+ years of related work experience in retail pharmacy and/or healthcare.
  • 10+ years of hands-on experience strategically selling large, complex distribution and value-added service deals with customers and/or varied experiences to include business development, finance, marketing, and consulting, with demonstrated top line growth and exceptional financial results. Proven experience with various health care technology systems and solutions. 

  • Must have established long-term relationships with executive leadership of national retail chains, drug manufacturers, or pharmacies.

  • Strategic Thinking: evaluating industry/marketing trends, developing long-term implications and recommending pragmatic strategies for go to market plans.

  • Marketing Strategy: experience developing and implementing marketing strategies that drive customer growth and retention within a technology-based business. 

  • Demonstrated experience with large, complex and multifaceted contract negotiations.

  • Demonstrated leadership and the ability to take initiative. Someone who takes risk to implement new ideas and creates a culture of collaboration and teamwork that fosters open communication and organizational flexibility.

  • Must be able to travel, anticipatedup to 50%

Additional Skills

  • RPh or PharmD is preferred. 

  • Excels at working in a spontaneous and challenging environment.

  • Strong interpersonal skills, able to collaborate and work effectively in a cross-functional environment.

  • Communications skills: ability to develop rapport and credibility across the organization, promote ideas and proposals persuasively and with executive presence.

  • Navigate Matrix Organization: ability to navigate complex organization with shifting priorities. 

  • Healthcare Knowledge: knowledge of stakeholders, trends, economic drivers and policy across healthcare.

Work Environment

  • Remote/Work from Home. Commutable distance to a McKesson Hub is preferred: in Irving, TX, The Woodlands, TX, Alpharetta, GA, Columbus, OH, or Richmond, VA. 

  • Normal office requirements – significant computer work, meetings, work travel

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:

$189,700 - $316,100

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!