Director of National Accounts

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.

Job Summary

We are seeking a highly motivated Director of National Accounts to join our healthcare distribution company. In this individual contributor role, you will be responsible for developing and maintaining relationships with our largest national oncology customers in the healthcare industry while advancing our relationship goals. Your relationship is at the enterprise level for these key accounts where you will develop strategies that drive growth and profitability for both the customer and our company while simultaneously executing in accordance with contractual terms and condition. This role requires you to collaborate with cross-functional teams to ensure the successful execution of customer initiatives while simultaneously coordinating with the account management & business development teams who support the individual membership accounts across the nation. If you are a results-oriented individual contributor with a passion for building strong customer relationships and driving business growth, we encourage you to apply for this exciting opportunity

Key Responsibilities

• Provide insights and tactics to develop and execute plans to achieve revenue and profit targets for national accounts’ membership network.
• Manage and oversee the implementation of national account strategies and programs across all regions and channels.
• Build and maintain strong relationships with key decision-makers at national accounts, including customer’s board, C-suite executives, purchasing managers, and other stakeholders.
• Collaborate with cross-functional teams, including marketing, GPO, financial shared services, pricing, customer care and distribution operations, to develop and execute customer initiatives and ensure customer satisfaction.
• Analyze market trends and customer data to identify opportunities for growth and improvement.
• Provide thought leadership and guidance to regional sales managers and account managers on how to effectively service and grow membership base.
• Develop and deliver compelling presentations and proposals that demonstrate the value proposition and differentiation of our products and services.
• Negotiate pricing, contract terms, renewals and amendments with national accounts to ensure mutually beneficial outcomes that align objectives.
• Evaluate and aid in maintaining accurate sales forecasts and provide regular reporting to senior leadership.
• Stay current on industry trends, new product launches, competitive activity, and customer needs to inform business strategy and advance our market position with new opportunities.
• Work with regional Strategic Account Managers and Account Executives for day-to-day account needs and strategy execution.
• Collaborate with business development executives on pipeline management, sales strategy, and meeting preparation.
• Works closely with the National VP to ensure strategic alignment.
  
  
  

Minimum Requirement

10+ years of sales and project management experience.

Critical Skills

• 10+ years of experience managing national customer relationships with regional operations, preferably in the healthcare industry.
• 6+ years working in or with community specialty care providers (Oncology.)
• Excellent communication and interpersonal skills with the ability to build strong relationships with customers and cross-functional teams.
• Proven track record of driving revenue growth and profitability through others in a national account setting.
• Experience in healthcare including, distribution services, and/or group purchasing organization required.
• Demonstrated success in implementing a strategy and working through change and issue resolutions. Effective problem-solving skills on a wide scale.
• Ability to lead and help to develop others.
• Experience and ability to navigate matrix corporate environments.
• Strong analytical skills with the ability to use data to inform business decisions.
• Knowledge of healthcare industry trends and regulations.
• Ability to travel as needed to meet with customers and attend industry events.
  
  
  

Additional Skills

• Ability to synthesize extensive information and variables to formulate summaries and recommendations.
• Demonstrates excellent communication skills (active listening, mirroring, probing).
• Highly collaborative individual capable of managing stakeholders in a matrix environment.
• Experience working with internal operations on related customer experiences and team workflows.
• Complete understanding of the buy and bill process, medical and pharmacy benefits and community practice economics.
• Client-focused service mentality with an ability to facilitate and encourage cooperation between diverse groups to align goals.
• Ability to develop compelling business cases.
• Advanced in everyday platforms (MS Office suite)
  
  
  

Physical Requirements

• Position is home-based with extensive air travel requirements (60%+ travel)
• Physical ability to travel to current/potential customer sites, clinician meetings and company events. (60%+ travel)
• Must live near large airport
• General office demands (standing/sitting.)
• Must have a valid driver's license with a clean driving record/ MVR.
  
  
  

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.

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

$189,700 - $316,100

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.

Join us at McKesson!