Job Details

Key Responsibilities:

Account Retention & Expansion

• Strategizes, plans, prioritizes, and executes sales activities to create opportunities with new and existing practices.

• Understand the practice’s business challenges, strategies and priorities and how McKesson Provider Solutions can help address those needs.

• Identifies the most strategically important customers, decision makers/influencers and personally develops relationships with them.

• Actively participates in a continuous customer planning process, in assessing customer value as well as by planning and shaping account strategies.

• Fully engages the practice in planning the account activities.

• Proactively Develops and expands network to generate opportunities

• Understand practice processes, buying cycles and decision drivers as well as their current and future needs. Articulates ROI/value of products, services, and solutions

Customer Knowledge

• Meet the needs and concerns of the practices — considers how actions or plans will affect practices; responds quickly to meet needs and resolve problems; avoids over commitments.

• Sets up customer feedback systems — Implements effective ways to monitor and evaluate concerns, issues, and satisfaction within each practice and to anticipate the practices’ needs.

• Educates the practices — Shares information with practices to build their understanding of issues and capabilities; is regarded by the practice as the thought leader in this industry.

• Builds collaborative relationships — Builds rapport and trusted advisor relationships with the practices; demonstrates empathy towards the customer in all situations and uses that empathy to successfully resolve issues; establishes regular meetings to be in front of the customer.

Sales Forecasting

• Increases number of opportunities, average deal value, and win rate while reducing sales cycle time.

• Build a sales pipeline of high-quality opportunities and disqualifying unlikely and poorly fit opportunities.

• Prepares accurate and timely sales forecasts.

• Conducts win/loss analysis and sharing insights with other stakeholders.

Financial and Business Acumen

• Understand the practice’s decision drivers from their perspective (options available, financial benefit/costs) and the implications that buying decisions have on both McKesson and the practice.

• Draws upon knowledge of competitors and payers to communicate valuable insight on those issues that deliver results for both McKesson Provider Solutions and the practice.

• Understand Provider Solutions business units (BU's) and their relationships to each other within Provider Solutions and McKesson.

• Prepares and delivers Quarterly Business Reviews; interprets the data to provide valuable insight and help the practice make decisions to increase profitable revenue for both the practice and McKesson Provider Solutions.

Market Intelligence

• Identifies, collects, and organizes data for analysis and decision-making; articulates trends in the healthcare industry and develops new opportunities.

• Understand McKesson products and value-added services and how they compare/contrast to the competition

• Knows how the competition positions their products and/or services in the market and to the customer and can leverage the weaknesses to McKesson Provider Solutions' advantage.

Additional Responsibilities

• Jointly identify and drive the strategic vision and partnership between the customer and McKesson, ensuring alignment in expectations for the product/service and the desired outcomes. Establishing multiple levels of relationship with the customer (high and wide:  at the user level, department head level, and senior management), engaging Sr. Leadership when appropriate.

• Day-to-day account management, relationship building, selling and troubleshooting. Act as both the internal and external customer liaison, serving as the customer advocate, including monitoring and supporting all activity and chasing problem resolution through the appropriate part of our organization and escalating customer issues quickly if problems are not being addressed sufficiently. Works with operations, finance, customer care, GPO, generics, sales effectiveness, contracts, and legal among other internal teams.

• Analysis of sales reports and customer trends to proactively identify and capture opportunities. 

• Identify opportunities for cross-selling new products across McKesson, selling add-on services and working with the sales team to identify opportunities and drive them to closure.

• Participating and deployment of training and education key learnings.

• Travel and Expense booking and reporting.

• Sales Force: Document activity, customer notes/status updates, maintenance of current and potential customer profiles and utilize to complete/adhere to company processes.

Qualifications, Skills, Knowledge:

• 4+ years progressive experience in sales or service

• Valid driver's license and clear driving record

• Ability to travel up to 75% within the territory, mostly day travel

Critical Skills 

• Demonstrated retention and account management experience 

• 4+ years’ experience with professional communication and the ability to express complex messages, sell services through written and verbal communications to a variety of practice stakeholders (including physicians and administrative staff)

• Strong experience with long-term contracts negotiation/renegotiations

• Presenting financial information to key stakeholders 

• Strategic and creative mindset with problem-solving capabilities

• Intermediate proficiency with MS Office, Salesforce.com or CRM

Additional Skills/Knowledge

• Experience with delivering customer quarterly business reviews or analyzing performance and communicating value to customers

• Demonstrated success in customer growth and retention

• Demonstrated capabilities in establishing executive level relationships and conducting executive-level meetings and presentations

• SAP and Salesforce experience

• Healthcare experience in Oncology or Rheumatology

• Demonstrates leadership qualities and the ability to build and coordinate a team of professionals to accomplish a common goal/objective to deliver customer value

• Experience with pharmaceutical products (preferably oncology) and buy-and-bill model

• Knowledgeable in insurance/payer landscape and trends in reimbursement and healthcare reform

• Demonstrates an understanding of a private medical practice business model

• Exceptional time management and organizational skills to prioritize and execute tasks

• Clinical or medical administrative credentials a plus

Education 

• Bachelor’s Degree in Business, Health Administration, Communications, OR 4+ years of equivalent experience

Physical Requirements

• General office environment

• Travel up to 75%