Regional Account Executive

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.

Position Description 

McKesson is seeking a Regional Account Executive.

The Regional Account Executive (RAE) is a field-based sales professional responsible for generating pharmacy pull-through by building effective relationships with oncology clinicians, within a designated region. The RAE is tasked with continuously prospecting and converting new business, while simultaneously maintain and growing existing customers. 

The ideal candidate is a well-spoken, enthusiastic, and organized person with the ability to work productively and confidently with all prescribers, including physicians, mid-level clinicians, as well as practice and cancer center leadership. They will exhibit a high degree of energy and commitment to customer service; internally, by being a positive, action-focused, solution-oriented, and effective team member; externally, by providing outstanding service and high touch care to the company’s many pharmacy clients throughout their territory. 

RAEs must understand macro and micro healthcare dynamics, business fundamentals and physician motivation to develop strategies to optimize current customer success and attract new business. The RAE at times will act as a conduit between McKesson business units to identify areas for collaboration generate awareness, and coordination of objectives. Externally, the RAE networks with pharmaceutical manufacturers, physician groups and other industry stakeholders. The ability to navigate matrix organizations with a variety of products and services to align customer needs with internal solutions is paramount. 

Key Responsibilities 

Business Development, Account Retention & Expansion  

• Strategizes plans, prioritizes, and executes sales activities to create opportunities with new/existing practices. 

• Works with the Field Sales Director, establish a territory business plan to meet and exceed corporate annual revenue and referral goals for the assigned territory. 

• Collaborates with Senior Sales Executive on complex pipeline opportunities as well as 340B prospects. 

• Takes lead on new prospect opportunities set up by Inside Sales Campaign Specialists.  

• Understands the provider’s Specialty Pharmacy challenges, strategies, and priorities and how Biologics by McKesson can help address those needs. 

• Identifies the most strategically important customers, decision makers/influencers and personally develops relationships with them. 

• Actively participates in a continuous customer planning process, in assessing customer value as well as by planning and shaping account strategies. 

• Proactively Develops and expands network to generate opportunities. 

• Supports launches of new oral oncolytics and targeted therapies by educating likely prescribers about the resources available for new therapies. 

• Identifies important payor contracting opportunities in the assigned territory. 

Customer Knowledge 

• Meets the needs and concerns of the practices—considers how actions or plans will affect practices; responds quickly to meet needs and resolve problems; avoids over commitments. 

• Sets up customer feedback systems—Implements effective ways to monitor and evaluate concerns, issues, and satisfaction within each practice and to anticipate the practices’ needs. 

• Educates the practices—Shares information with practices to build their understanding of issues and capabilities; is regarded by the practice as the thought leader in this industry. 

• Builds collaborative relationships—Builds rapport and trusted advisor relationships with the practices; demonstrates empathy towards the customer in all situations and uses that empathy to successfully resolve issues; establishes regular meetings to be in front of the customer. 

Sales Forecasting 

• Increases number of opportunities, average deal value, win rate while reducing sales cycle time. 

• Builds a sales pipeline of high-quality opportunities and disqualifying unlikely and poorly fit opportunities. 

• Prepares accurate and timely sales forecasts. 

• Conducts win/loss analysis and sharing insights with other stakeholders. 

• Completes meticulous data entry of sales activity for corporate records. 

Market Intelligence 

• Identifies, collects, and organizes data for analysis and decision-making; articulates trends in the healthcare industry and develops new opportunities. 

• Understands Biologics’ products and value-added services and how they compare/contrast to the competition. 

• Knows how the competition positions their products and/or services in the market and to the customer and can leverage the weaknesses to Biologics' advantage. 

• Determines and anticipate potential changes within the payer industry and alert Field Sales Director so the appropriate steps to mitigate can be initiated. 

Additional Responsibilities 

• Resolves clinician complaints by investigating problems and resolving to the satisfaction of the clinician and patient. 

• Effectively communicate with Biologics internal team to continually understand the day-to-day business dynamics and problem solve collectively, as needed. 

• Expand knowledge base by attending oncology related educational programs; reviewing clinical publications; establishing personal networks with pharmaceutical partners and participate in local oncology professional societies.  

Key Focus Areas  

1. New Client Conversion = 50% 

Increase market share of assigned region by; (1) identifying potential referral resources within the community oncology and health system ecosystem, (2) developing, executing, and overseeing a business strategy that prioritizes growth and positive customer ratings, (3) collaborate with internal Biologics business partners to promote services that fit needs of clinicians and their patients.    

2. Client Retention = 20% 

Continue to build and cultivate relationships with key decision makers and referral sources at existing accounts to drive further penetration within assigned region. Develop knowledge base of the marketplace, business environment, account dynamics and customer concerns to deepen and expand upon customer partnerships. Facilitate customer QBRs with key accounts to highlight KPI Data and illustrate value driven by Biologics.  

3. Issue Resolution = 15%  

Partner with Operations and Leadership, proactively intervenes on potential service issues. Escalate urgent matters as needed to maintain exceptional customer service and provide feedback to clients on escalated cases and determine corrective action to avoid repetitive errors.  

4. Tools & Resources = 15% 

Monitor and analyze data and market conditions to identify competitive advantage and proactively identify/capture opportunities.  Keep accurate records and documentation in Salesforce for reporting and feedback. Share best practices with team members to enhance skills of others, improve and increase leadership/mentor skills. 

Education & Minimum Requirements

• Degree or equivalent and typically requires 4+ years of relevant experience.

• Bachelor’s degree in business related field or equivalent work experience with an emphasis in sales, marketing, business management, account management or healthcare related field preferred.  

• Current nursing license, in good standing, is a plus. 

• Typically requires a minimum of 3+ years of relevant sales experience in the healthcare market, preferably with active oncology relationships preferred. 

Business Experience 

• Ideally will have 4+ years of successful experience working in sales and/or account management. 

• Knowledge of healthcare terminology/experience in a healthcare environment; oncology background is a plus. 

• Understands patient’s clinical, financial, and emotional needs related to specialty pharmacy. 

Critical Skills  

• 4+ years sales experience with track record of success, of delivering results and meeting/exceeding sales goals. 

• Consultative sales approach to identify customer needs.  

• Excellent analysis, problem solving, and negotiation skills. 

• Ability to articulate the organization’s value proposition to customers. 

• Demonstrates teamwork/collaboration with a focus on facilitating trust and open communication.  

• Strong business/financial acumen.

Additional Specialized Knowledge, Skills, & Abilities 

• Highly motivated, committed to excellence, conscientious, detail oriented, with a positive attitude.

• Strong organizational skills, ability to prioritize and work under pressure and multi-task effectively. 

• Proficiency in Microsoft applications (Word, Excel & PowerPoint).

• Exceptional written and verbal communication skills; Strong professional oral, writing and presentation skills. 

• Account Management experience preferred with excellent customer service skills.

• Ability to effectively build rapport and create relationships with Health care providers and internal staff. 

• Strong negotiation, partnering, and influencing skills. 

• Client-focused service mentality with sense of urgency to resolve issues.  

• Excellent organizational and time management skills. 

• Competent in working with client relationship management software (CRM) such as Salesforce, ACT, or others.

• Proven ability to work successfully in a cross-functional/collaborative setting, while handling multiple tasks simultaneously. 

• Ability to effectively work with people at all levels in a healthcare organization. 

Working Conditions

• Territories are case by case, yet talent must live in the territory to manage accounts efficiently/cost effectively.

• Home-based in a location within the territory with an accessible airport due to extensive travel requirements. 

• Able to travel (driving/air) 80% to current/potential customer sites, clinician meetings and company events. 

• Must have a valid driver's license with a clean driving record/MVR.

• Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.

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. For more information regarding benefits at McKesson, please click here.

Our Total Target Cash (TTC) Pay Range for this position:

$113,400 - $189,000

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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