Account Executive - Northeast

Job description

Achiever Entrepreneurial Goal-Oriented Persuasive Relationship Expertise Skilled Presenter <meta data-json="{"ModuleType":13,"ApplyButtonText":"Apply","JobDetailsAlign":0,"JobDetailsDate":0,"JobDetailsJobTypeId":1,"JobDetailsSelectedDate":"2026-10-28T16:31:14.519Z","JobDetailsJobDateFormat":0,"JobDetailsJobLabelId":"Job ID","JobDetailsJobDatePosting":"Date posted","JobDetailsDescriptionFormat":0,"ShowApplyLater":false,"ShowApplyMobile":true,"ShowApplyLaterMobile":false,"ShowApplyLaterWeb":false,"ApplyLaterText":"Apply Later","ApplyLaterAlign":0,"ApplyLaterSubject":"[[JOB_TITLE]] at [[COMPANY_NAME]]","PublishedCandidateCardPageId":null,"ReferrerPageId":null,"ReferrerPageButtonText":"","ShowSavedJobsIcon":false,"IconLabel":"Save for Later","OverrideCandidateCard":false,"ModulePageType":2,"ModulePageName":"AJD - Design 1","DisplayJobDateFormat":"MM/dd/yyyy","JobDetailsSelectedId":"JR0152831","ApplyUrl":"https://mckesson.wd3.myworkdayjobs.com/External_Careers/job/USA-MD-Remote/Account-Executive---East-Region_JR0152831/apply","JobDescription":"\u003Cp style=\u0022text-align:left\u0022\u003EMcKesson 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 \u2013 we care.\u003C/p\u003E\u003Cp style=\u0022text-align:inherit\u0022\u003E\u003C/p\u003E\u003Cp style=\u0022text-align:left\u0022\u003EWhat 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\u2019s health today, we want to hear from you.\u003C/p\u003E\u003Cp style=\u0022text-align:inherit\u0022\u003E\u003C/p\u003E\u003Cp style=\u0022text-align:inherit\u0022\u003E\u003C/p\u003E\u003Cp style=\u0022text-align:inherit\u0022\u003E\u003C/p\u003E\u003Cp\u003EMcKesson is in search of an \u003Cb\u003EAccount Executive within the Northeast territory\u003C/b\u003E. The Account Executive role is responsible for retaining and growing their territory of existing customers/practices in oncology. This includes working with the customer to understand and identify the strategic vision and objectives within the customer organization while aligning McKesson products and services to ensure those business objectives are achieved.\u00A0\u003C/p\u003E\u003Cp\u003E\u003C/p\u003E\u003Cp\u003EThe Account Executive will develop and support the relationship between McKesson and the individual customer at multiple levels, including the C-suite, assisting the customer in maximizing the various McKesson products they currently use and working with the customer to identify areas of need where additional McKesson products may enhance attainment of their business goals. This will also entail developing and maintaining a productive working relationship with all pertinent internal departments/teams as well as ensuring all internal stakeholders are working in conjunction with each other to meet the overall agreed upon goals and strategies for the customer.\u003C/p\u003E\u003Cp\u003E\u003C/p\u003E\u003Cp\u003E\u003Cb\u003EKey Responsibilities\u003C/b\u003E\u003C/p\u003E\u003Cp\u003E\u003Cb\u003EAccount Retention \u0026 Expansion\u003C/b\u003E\u003C/p\u003E\u003Cul\u003E\u003Cli\u003EStrategizes, prioritizes, and executes sales activities to create opportunities with new and existing practices, while leading Quarterly Business Reviews (QBRs), conducting monthly customer meetings, and facilitating end-of-quarter business discussions to drive growth, strengthen partnerships, and ensure alignment on customer goals and performance.\u003C/li\u003E\u003Cli\u003EUnderstand the practice\u2019s business challenges, strategies, and priorities and how McKesson Provider Solutions can help address those needs.\u003C/li\u003E\u003Cli\u003EIdentifies the most strategically important customers, decision makers/influencers and personally develops relationships with them.\u003C/li\u003E\u003Cli\u003EActively participates in a continuous customer planning process, in assessing customer value as well as by planning and shaping account strategies.\u003C/li\u003E\u003Cli\u003EFully engages the practice in planning the account activities.\u003C/li\u003E\u003Cli\u003EProactively Develops and expands network to generate opportunities.\u003C/li\u003E\u003Cli\u003EUnderstand practice processes, buying cycles and decision drivers as well as their current and future needs. Articulates ROI/value of products, services, and solutions.\u003C/li\u003E\u003C/ul\u003E\u003Cp\u003E\u003Cb\u003ECustomer Knowledge\u003C/b\u003E\u003C/p\u003E\u003Cul\u003E\u003Cli\u003EMeets the needs and concerns of the practices\u2014considers how actions or plans will affect practices; responds quickly to meet needs and resolves problems; avoids over commitments.\u003C/li\u003E\u003Cli\u003ESets up customer feedback systems\u2014Implements effective ways to monitor and evaluate concerns, issues, and satisfaction within each practice and to anticipate the practices\u2019 needs.\u003C/li\u003E\u003Cli\u003EEducates the practices\u2014Shares information with practices to build their understanding of issues and capabilities; is regarded by the practice as the thought leader in this industry.\u003C/li\u003E\u003Cli\u003EBuilds collaborative relationships\u2014Builds 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.\u003C/li\u003E\u003C/ul\u003E\u003Cp\u003E\u003Cb\u003ESales Forecasting\u003C/b\u003E\u003C/p\u003E\u003Cul\u003E\u003Cli\u003EIncreases number of opportunities, average deal value, win rate while reducing sales cycle time.\u003C/li\u003E\u003Cli\u003EBuild a sales pipeline of high-quality opportunities and disqualifying unlikely and poorly fit opportunities.\u003C/li\u003E\u003Cli\u003EPrepares accurate and timely sales forecasts.\u003C/li\u003E\u003Cli\u003EConducts win/loss analysis and sharing insights with other stakeholders.\u003C/li\u003E\u003C/ul\u003E\u003Cp\u003E\u003Cb\u003EFinancial \u0026 Business Acumen\u003C/b\u003E\u003C/p\u003E\u003Cul\u003E\u003Cli\u003EUnderstand the practice\u2019s decision drivers from their perspective (options available, financial benefit/costs) and the implications that buying decisions have on both McKesson and the practice.\u003C/li\u003E\u003Cli\u003EDraws upon knowledge of competitors and payers to communicate valuable insight on those issues that deliver results for both McKesson Provider Solutions and the practice.\u003C/li\u003E\u003Cli\u003EUnderstand Provider Solutions business units (BU) and their relationships to each other within Provider Solutions and McKesson.\u003C/li\u003E\u003Cli\u003EPrepares and delivers Quarterly Business Reviews; interprets the data to provide valuable insight and help the practice make decisions to increase profitable revenue for both the practice and McKesson Provider Solutions.\u003C/li\u003E\u003C/ul\u003E\u003Cp\u003E\u003Cb\u003EMarket Intelligence\u003C/b\u003E\u003C/p\u003E\u003Cul\u003E\u003Cli\u003EIdentifies, collects, and organizes data for analysis and decision-making; articulates trends in the healthcare industry and develops new opportunities.\u003C/li\u003E\u003Cli\u003EUnderstand McKesson products and value-added services and how they compare/contrast to the competition.\u003C/li\u003E\u003Cli\u003EKnows how the competition positions their products and/or services in the market and to the customer and can leverage the weaknesses to McKesson Provider Solutions\u0027 advantage.\u003C/li\u003E\u003C/ul\u003E\u003Cp\u003E\u003Cb\u003EAdditional Responsibilities\u003C/b\u003E\u003C