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Rx Strategic Account Executive, Health Systems Business Development
The Rx Sales Team is actively seeking a driven and dynamic Rx Strategic Account Executive, Health Systems Business Development, to spearhead new business development and bolster our Health Systems team. This role is pivotal in accelerating the sales growth of the McKesson Medical Surgical Rx Portfolio, focusing on our strategic enterprise objectives. You will leverage your sales expertise, conduct detailed account analysis, provide business development guidance and support for prospective customers, and communicate new product launches and initiatives to our Health System teams and customers.
This role will be responsible for selling the value of the Rx product category in McKesson Medical-Surgical's (MMS) largest prospective Health System accounts working closely with Health System Business Development Executives. This requires knowledge of the customers' needs, RFP process and how to respond to those needs. Responsible for achieving sales goals of new and increased Rx revenue each year. Also responsible for gross profit improvement goals for existing customers where targeting efforts drive additional sales revenue.
This position supports our McKesson Medical Surgical Health Systems team with the ideal candidate living near a major airport east of the Mississippi River with the ability to travel up to 30% of the time.
Key Responsibilities:
New Business Development:
- Drive Rx sales growth by identifying and engaging with new customers, preparing competitive Rx pricing quotes and value proposition presentations for new business, and confirming profitability through finance-approved ROI.
- Provide guidance, expertise and creativity related to new customer proposals and contracts specific to the Rx category of products.
Customer Engagement:
- Present the value proposition of MMS Rx to prospective Health System customers and establish relationships with key Rx stakeholders within customer and prospect accounts.
- Support onboarding activities related to new customer implementations communicating regularly with the customer and internal stakeholders.
Sales Expertise:
- Provide sales expertise to our field sales organization and customers, contributing to the sales process from inception to close.
- Maintain existing Rx business within key accounts while targeting new Rx customers to achieve quarterly and annual sales goals.
Collaboration:
- Work proactively with the Health Systems team to target Rx opportunities, attend customer business reviews, and coordinate with marketing and category management teams on collaborative selling efforts.
- Work across the McKesson Enterprise to bring the most value forward for the customer while promoting McKesson's entire value proposition at the customer level.
Analysis and Reporting:
- Analyze and present Rx margin improvement initiatives, manage Rx pricing, margins, and item formularies, and report on progress toward revenue goals.
Preferred Qualifications:
- 4-year degree in Marketing, Business, or related field or equivalent experience.
- Minimum of 6 years of sales experience; preferably in the field of healthcare; with a proven track record of success against financial/sales goals and vaccine product knowledge.
- Experience with Health System accounts and large, strategic account selling.
- Ability to prepare and present strategic customer presentations to senior leaders in an effort to capture new business.
- Ability to take ownership, influence others, and drive sales process from inception to close.
- Proven experience working in complex situations and negotiating with senior level decision makers.
- Ability to strategically build relationships with sales leadership, customers, and internal business partners.
- Capable of learning new and/or complex products and processes quickly to facilitate in the new product launch process.
- Ability to train and educate the sales force on product offering.
- Solid understanding of cost and margin structures.
- Ability to manage complex spreadsheets.
- Enthusiastic about speaking in front of groups of colleagues and customers. Able to develop PowerPoint presentations and present.
- Located remotely. Must be willing to travel a minimum of 30%. Valid driver's license required.
Location: Remote - Work at home
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.
Our Total Target Cash (TTC) Pay Range for this position:
$152,400 - $254,000
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.
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