Account Executive

This is a fully remote position, open to applicants in Florida, +6 more states.

📋 Description

• Maintain and expand a territory of existing oncology customers and practices.

• Comprehend customer strategic visions and goals, aligning McKesson products and services to meet them.

• Cultivate and support relationships with customers across various levels, including C-suite executives.

• Optimize customers’ use of current McKesson products while identifying needs for additional offerings.

• Foster productive relationships with internal departments and coordinate stakeholders around customer objectives.

• Implement sales activities with both new and existing practices.

• Lead Quarterly Business Reviews, hold monthly customer meetings, and facilitate end-of-quarter business discussions.

• Identify key customers, decision makers, and influencers, and build relationships with them.

• Strategically plan and shape account strategies to generate opportunities through network expansion.

• Grasp practice processes, buying cycles, decision drivers, and customer needs; articulate the ROI of products and services.

• Set up customer feedback systems, monitor satisfaction, anticipate needs, and resolve issues.

• Educate practices and act as an industry thought leader.

• Establish trusted-advisor relationships and maintain consistent customer engagement.

• Build and manage a high-quality sales pipeline; prepare sales forecasts and perform win/loss analysis.

• Analyze competitors, payers, products, services, industry trends, and market opportunities.

• Prepare and present Quarterly Business Reviews, interpreting data to inform profitable revenue decisions.

• Oversee day-to-day account management, relationship building, selling, troubleshooting, and issue escalation.

• Serve as a liaison and advocate for both internal and external customers.

• Collaborate with operations, finance, customer care, GPO, generics, sales effectiveness, contracts, legal, and other internal teams.

• Identify cross-selling and add-on service opportunities and drive them to completion.

• Engage in training and education deployment.

• Schedule and report travel and expenses.

• Document activities, customer notes, status updates, and customer profiles in Salesforce while adhering to company processes.

⛳️ Requirements

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

• Preferred bachelor’s degree in a business-related field or equivalent work experience, with a focus on Business, Health Administration, Communications, or a related healthcare field.

• Minimum of 4+ years of progressive experience in sales or service.

• At least 4+ years of experience in professional communication.

• Capable of conveying complex messages and effectively selling services through both written and verbal communication to physicians and administrative staff.

• Strong executive-level consultative selling skills, including discovery, business acumen, data storytelling, and an ability to influence intricate decisions.

• Proven experience managing complex healthcare accounts, demonstrating customer retention and growth outcomes.

• Experience leading complex renewals and commercial negotiations involving multiple customer and internal stakeholders.

• Intermediate proficiency with MS Office, Salesforce.com or CRM, with SAP experience preferred.

• Experience in delivering customer quarterly business reviews or analyzing performance and communicating value to customers.

• Demonstrated success in customer growth and retention.

• Proven ability to establish executive-level relationships and conduct executive-level meetings and presentations.

• Relevant healthcare experience in Oncology or Rheumatology.

• Demonstrated leadership qualities with the ability to build and coordinate a team of professionals towards a common goal.

• Familiarity with pharmaceutical products, preferably oncology, and the buy-and-bill model.

• Willingness to travel up to 50% within the territory, primarily for day travel.

• Must possess a valid driver's license with a clean, active, unrestricted driving record/MVR.

• Must reside within the territory (Eastern US).

• Must be authorized to work in the US without restrictions; this position is not eligible for sponsorship.

🏝️ Benefits

• Annual bonus or long-term incentive opportunities may be provided.

• Competitive compensation package.

• Comprehensive Total Rewards benefits package.

• Flexible Remote/Home Office work environment.

• Equal employment opportunities.

• Reasonable accommodation for applicants with disabilities.