Vice President, National Accounts

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 terms. Sets 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, anticipated up 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.