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Tomorrow's health is... Defining a new possible.

Regional Director, Health Systems

Texas, Remote Job ID JR0098266 Category Key Account Management Post Date Sep. 14, 2023

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.

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 ICARE 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 information, visit

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. Apply to join our team and help shape the future of healthcare!

Current Need

We are seeking a Regional Director, Health System to join our team.  The ideal candidate will live in Texas, Oklahoma, or Tennessee.

This role is to call on assigned Health Systems on behalf of McKesson to contract distribution agreements for medical¬-surgical supplies, RX, equipment, paper goods and other products generally distributed by the company. The Regional Health Systems Director will be expected to close new business and exceed plan for growth on sales, gross profit dollars and gross profit percent in their current base business.

The Regional Director, Health Systems will be a liaison between the Regional Vice President and his/her field team and the Health Systems Vice President providing support in creating legal contracts, ROIs and general business case development used in closing new customers.

Position Description

Entails selling the organization’s products or services to, and maintaining relationships with, a single named existing national account that is of significant strategic importance to the organization. This is a strategic account management position. Accounts are target accounts that have a major strategic impact on the long ¬term success of the organization. This may be an enterprise¬-wide position, with incumbents having the skillset to represent the organization’s entire range of products to the customer. Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship. Represents the organization to the customer and the customer to the organization. Responsible for expanding and retaining named accounts while ensuring ongoing customer service. Provides leadership to the sales team focused on the strategic global or national account(s).

Key Responsibilities:

  • Achieving combined Sales, Gross Profit and Gross Profit percent plan on all base business accounts and new accounts. This position must support the Company's strategic plan for the accounts to ensure long ¬term Company goals aligned with the current business plans and aggressively supports a profitable growth strategy.
  • Responsible for favorable, corporate and field, business relationships and ongoing partner momentum at our Segment 1 Health System customers.
  •  Measure customer penetration, performance and margin contribution of programs and services in coordination with financial guidelines.
  • Interface with CEOs, COOs, Vice Presidents and Directors from various departments within customer headquarters, including Sales, Operations, Accounts Payable, Information Technology and Training/Development
  • Work with manufacturing vendors to enhance portfolios, gain compliance, grow sales and enhance margin.
  • Perform Business Reviews with customers on a quarterly, annual and bi¬annual basis expanding base business via product line expansions, new market penetration, promotions and other growth drivers.
  • Establish, manage and monitor new processes to relieve or alleviate customer business concerns or work-flow processes. Establish ongoing performance requirements and ensure effective processes to monitor contract agreements to include service levels, pricing, vendor agreements, and customer support.
  • Identify and target potential new accounts. Cold call and gain access to key decision makers. Partner with Regional Vice Presidents, Area Sales Managers and Account Managers on target opportunities.
  • Present McKesson value proposition and negotiate agreements for new business opportunities.
  • Train and educate sales team on Segment 1 Health Systems strategy, process and working elements

Minimum Requirements

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

Critical Skills

  • 7+ years progressive experience in medical sales or service
  • 6 + years national account sales experience
  • Health systems sales experience and current relationships with health systems in the assigned region
  • Experience creating ROI’s and financial business cases
  • Strong desire to work hard and go above and beyond customer expectations
  • Proven ability to maintain long term customer relationships
  • Strong executive level negotiation skills
  • Advanced proficiency with Excel, Power Point, Word, and Outlook
  • Flexible to travel up to 60% within the territory, overnight travel
  • Business planning and financial tracking; exceptional written executive communication skills.

Additional Knowledge & Skills

  • Experience presenting to C-suite
  • Experience with or other CRM tool
  • Prior sales experience in distribution is a plus
  • Strong sales drive and ability to build lasting customer relationships
  • Experience managing GP's and Margins for a territory


  • Up to 50-60%% with overnight travel


  • 4-year degree in business or related field or equivalent experience

Physical Requirements

  • Ability to travel daily within assigned territory.
  • Large percent of time performing computer-based work is required
  • Significant amount of time spent traveling via automobile and plane

Must be authorized to work in the US. Sponsorship is not available for this position.

At McKesson, we care about the well-being of the patients and communities we serve, and that starts with caring for our people. That’s why we have a Total Rewards package that includes comprehensive benefits to supportphysical, mental, and financial well-being. Our Total Rewards offerings serve the different needs of our diverse employee population and ensure they are the healthiest versions of themselves. For more information regarding benefits at McKesson, pleaseclick here.

As part of Total Rewards, we are proud to offer a competitive compensation package at McKesson. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. 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:

$142,000 - $236,600

Total Target Cash (TTC) is defined as base pay plus target incentive.

McKesson is an Equal Opportunity/Affirmative Action employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

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

Current employees must apply through the internal career site.

Join us at McKesson!

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