Business Development Executive - Strategic Accounts

at  McKesson

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.

We are searching for a Business Development Executive to join our Sales Team within the Enterprise Strategic Accounts group at McKesson Medical-Surgical. Our ideal candidate:

• Builds and maintains effective long-term relationships with a defined customer base to ensure a high level of satisfaction and increase revenues, with a focus on account retention and/or growth.
• Identifies, develops, and closes new sales opportunities in collaboration with FVP.
• Manages large, complex national accounts and strategically valuable prospects in collaboration w/ FVP.

• Collaborates and engages with other McKesson divisions.

  Key Responsibilities:

• Retention (50%):

• Implement master strategies for customers with FVP
• Manage and build C-suite level relationships.
• Drive customer satisfaction indicators like service level, NPS, and financial objectives.
• Present and understand key operational resources and build specialized knowledge for customer implementation.
• Utilize market knowledge of Strategic Accounts and reimbursement trends to provide consultative services.
• Collaboration/Work closely with internal teams to ensure seamless delivery of solutions and exceptional client experiences.
• Existing Expansion (50%)
• Identify and capitalize on growth opportunities within strategic customers.
• Work across McKesson business units to identify areas of growth in Strategic Accounts
• Support and Accelerate category expansion within Strategic Accounts
• Build and manage a robust sales pipeline. Track and report on sales activities, progress, and forecasts using CRM tools.
• Stay informed about industry developments, competitive landscape, and emerging trends. Utilize market intelligence to inform sales strategies and identify new opportunities.

Minimum Job Qualifications/Education/Training:

• Bachelor’s degree in Business, Marketing, or a related field. MBA or advanced degree is a plus.
• Business Experience:
• Minimum of 8 years in business development within the healthcare distribution market
• Experience in Non-Acute Healthcare sales

Critical Skills:

• Proven track record of consultative selling at the C-suite level.
• Knowledge of Strategic Account market segments inc. infusion, laboratory, home health, clinics.
• Experience providing sales support to large, complex customers.
• Exceptional relationship-building skills both internally and externally
• Ability to lead and execute strategic plans in collaboration with FVP.
• Strong analytical skills and business acumen.
• Proficiency in Microsoft Suite and understanding of technology systems.
• Proficiency in SalesForce CRM and sales analytics tools
• Proven track record of exceeding sales goals
• Strong communication and presentation skills
• Outstanding listening and negotiation skills
• Strong business and financial acumen
• Strategic thinker with excellent problem-solving abilities.

Attributes:

• Self-motivated and results oriented.
• Ability to work independently and as part of a team.
• Adaptable and able to thrive in a fast-paced environment.
• Ability to influence without authority.

Working Conditions:

• Traditional office environment with frequent travel

Physical Requirements:

• Significant computer-based work;
• Travel: 50% with overnights required.

This description is general in nature and is not intended to be an exhaustive list of all responsibilities. Other duties may be assigned as needed to meet company goals.
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. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

• Retention (50%):
• Implement master strategies for customers with FVP
• Manage and build C-suite level relationships.
• Drive customer satisfaction indicators like service level, NPS, and financial objectives.
• Present and understand key operational resources and build specialized knowledge for customer implementation.
• Utilize market knowledge of Strategic Accounts and reimbursement trends to provide consultative services.
• Collaboration/Work closely with internal teams to ensure seamless delivery of solutions and exceptional client experiences.
• Existing Expansion (50%)
• Identify and capitalize on growth opportunities within strategic customers.
• Work across McKesson business units to identify areas of growth in Strategic Accounts
• Support and Accelerate category expansion within Strategic Accounts
• Build and manage a robust sales pipeline. Track and report on sales activities, progress, and forecasts using CRM tools.
• Stay informed about industry developments, competitive landscape, and emerging trends. Utilize market intelligence to inform sales strategies and identify new opportunities