Director of National Accounts – Health Systems

This is a fully remote position, open to applicants in Tennessee, +1 more state.

📋 Description

• Strategically plan, organize, lead, and manage balanced sales growth, account penetration, and customer satisfaction with a long-term, multi-year perspective.

• Oversee complex, high-profile national health systems accounts, products/services, and sales or account management processes.

• Design territory or account strategies and manage resources within a matrixed organization.

• Cultivate a vast network of industry leaders, customers, and prospects.

• Initiate engagements with and oversee challenging prospects utilizing the Integrated Sales Cycle.

• Direct cross-functional sales teams and provide assistance with intricate sales and solutions.

• Independently determine methods and procedures for new or special projects.

• Supervise the activities of others as necessary.

• Offer guidance and leadership in program management and strategic sales initiatives.

• Manage the long-term retention pipeline while pursuing strategic relationships and customer commitments.

• Build and sustain enterprise-level relationships with national health system oncology aggregators.

• Collaborate with cross-functional teams, account management, and business development units.

• Formulate and implement plans to achieve revenue and profit targets for national account membership networks.

• Oversee the execution of national account strategies and programs across various regions and channels.

• Establish and maintain relationships with boards, C-suite executives, purchasing managers, and other key stakeholders.

• Analyze market trends and customer data to pinpoint growth and improvement opportunities.

• Provide thought leadership to regional sales managers and account managers.

• Create and present proposals and presentations that showcase McKesson’s value proposition.

• Negotiate pricing, contract terms, renewals, and amendments.

• Evaluate and maintain sales forecasts, regularly reporting to senior leadership.

• Monitor industry trends, product launches, competitive activities, and customer requirements.

• Collaborate closely with the VP of Health Systems to ensure strategic alignment.

⛳️ Requirements

• Bachelor’s degree in business, marketing, or a related field (or equivalent experience).

• Typically requires over 10 years of relevant experience.

• Fewer years of experience may be acceptable if the candidate holds relevant Master's or Doctorate degrees.

• Over 10 years of experience managing national customer relationships with regional operations, preferably in the healthcare sector.

• At least 6 years of experience working with community specialty care providers, including Oncology, Rheumatology, Neurology, or Ophthalmology.

• Proven history of driving revenue growth and profitability through others in a national account environment.

• Demonstrated success in executing strategy and resolving complex challenges.

• Strong ability to lead, develop, and mentor others.

• Excellent analytical, communication, and interpersonal skills.

• Required experience in healthcare distribution services and/or group purchasing organizations.

• Willingness to travel as necessary (45%+).

• Experience collaborating with internal operations on related customer experiences and team processes.

• Comprehensive understanding of the buy and bill process, medical/pharmacy benefits, and community practice economics.

• Capacity to develop compelling business cases.

• Advanced proficiency in the MS Office suite.

• Must be authorized to work in the US without restrictions or sponsorship.

• Valid driver's license with a clean, active, unrestricted driving record/MVR is required.

• Must reside near a major metro airport.

• Ability to travel extensively overnight to clients 45% of the time by air.

🏝️ Benefits

• 25% MIP (McKesson/Management Incentive Plan).

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

• Competitive compensation package as part of McKesson’s Total Rewards.

• Remote/Home Office work environment.