Director of National Accounts – Health Systems

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🔥 0 minutes ago

🎸 Tennessee, Texas – Remote

🎸 Tennessee – Remote 🤠 Texas – Remote

💵 $177.3k - $295.5k / year

⏰ Full Time

🔴 Lead

👔 Director

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McKesson

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1833

💼 Consulting

📦 Logistics

🏥 Healthcare

Consulting • Logistics • Healthcare

McKesson is a diversified healthcare leader specializing in pharmaceutical distribution, medical supplies, and healthcare services. Their solutions facilitate patients' access to life-changing therapies, support efficient operations for pharmacies, health systems, and clinics, and address critical issues such as drug shortages through a resilient supply chain. McKesson provides comprehensive services such as pharmacy management software, consulting, and technology solutions for specialty practices, focusing on improving health outcomes and advancing the pharmaceutical industry. They work closely with biopharma companies to enhance medication access, adherence, and commercialization while supporting oncology and biopharma practices through data-driven insights and real-world evidence.

📋 Description

• Plan, organize, lead, and control balanced sales growth, account penetration, and customer satisfaction with a long-term, multi-year focus • Manage complex, high-profile national health systems accounts, products/services, and sales or account management processes • Plan territory or account approaches and manage resources through a matrixed organization • Nurture an extensive network of industry leaders, customers, and prospects • Initiate contacts with and manage challenging prospects using the Integrated Sales Cycle • Direct cross-functional sales teams and assist with challenging sales and solutions • Determine methods and procedures for new or special projects independently • Supervise others’ activity as needed • Provide guidance and leadership in program management and strategic sales initiatives • Manage the long-term retention pipeline and pursue strategic relationships and customer commitments • Develop and maintain enterprise-level relationships with national health system oncology aggregators • Collaborate with cross-functional, account management, and business development teams • Develop and execute plans to achieve revenue and profit targets for national account membership networks • Oversee implementation of national account strategies and programs across regions and channels • Build and maintain relationships with boards, C-suite executives, purchasing managers, and other stakeholders • Analyze market trends and customer data to identify growth and improvement opportunities • Provide thought leadership to regional sales managers and account managers • Develop and deliver presentations and proposals demonstrating McKesson’s value proposition • Negotiate pricing, contract terms, renewals, and amendments • Evaluate and maintain sales forecasts and report regularly to senior leadership • Monitor industry trends, product launches, competitive activity, and customer needs • Work closely with the VP of Health Systems for strategic alignment

🎯 Requirements

• Bachelor’s degree in business, marketing, or a related field (or equivalent experience) • Typically requires 10+ years of relevant experience • Less years of experience are required if the individual has relevant Masters or Doctorate qualifications • 10+ years of experience managing national customer relationships with regional ops, preferably in healthcare • 6+ years working in or with community specialty care providers, such as Oncology, Rheumatology, Neurology, or Ophthalmology • Proven track record of driving revenue growth and profitability through others in a national account setting • Demonstrated success in implementing strategy and resolving complex issues • Ability to lead, develop, and guide others • Strong analytical, communication, and interpersonal skills • Experience in healthcare distribution services and/or group purchasing organizations required • Ability to travel as needed (45%+) • Experience working with internal operations on related customer experiences and team workflows • Complete understanding of buy and bill process, medical/pharmacy benefits, and community practice economics • Ability to develop compelling business cases • Advanced proficiency in MS Office suite • Must be authorized to work in the US unrestricted and without sponsorship • Must have a valid driver's license with a clean, active, unrestricted driving record/MVR • Must live near a major metro airport • Able to travel extensively overnight to customers 45% of the time by air

🏖️ Benefits

• 25% MIP (McKesson/Management Incentive Plan) • Annual bonus or long-term incentive opportunities may be offered • Competitive compensation package as part of McKesson’s Total Rewards • Remote/Home Office work environment