Enterprise Account Executive - East Area

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.

About the Role

The Enterprise Account Executive is responsible for developing and managing strategic relationships with Integrated Delivery Networks (IDNs) and health system customers across an assigned multi-state territory. You will serve as a key point of contact for assigned accounts, helping drive customer retention, renewals, satisfaction, and adoption of enterprise solutions.

In this role, you will build relationships with senior customer stakeholders, understand their business and financial priorities, and connect them with solutions that deliver measurable value. You will partner closely with internal subject matter experts and cross-functional teams to identify and qualify opportunities, support contract execution and implementation, and demonstrate customer return on investment (ROI).

What You’ll Do

• Own and manage relationships with assigned IDN and health system accounts across a multi-state territory.
• Develop strong relationships with decision-makers and key stakeholders across customer organizations.
• Lead customer renewal activities in partnership with sales and field leadership, supporting retention and profitable account growth.
• Conduct strategic business reviews and customer meetings focused on financial performance, value realization, opportunities, and next steps.
• Identify and qualify opportunities for additional enterprise solutions based on customer needs and business priorities.
• Apply a consultative selling approach to connect enterprise solutions with customer clinical, operational, and financial goals.
• Partner with internal subject matter experts and cross-functional teams throughout the sales process.
• Support opportunities from discovery and qualification through contracting, implementation, and customer adoption.
• Establish and document measurable customer value and ROI for implemented solutions.
• Lead customer issue resolution by coordinating the appropriate internal resources and maintaining strong customer communication.
• Maintain accurate account activity, opportunity, pipeline, and customer information in Salesforce/CRM.
• Monitor healthcare industry trends, market dynamics, and competitor activity to support account strategy.
• Manage territory priorities and sales activities independently while collaborating effectively within a matrixed organization.

Basic Requirements

• Degree or equivalent experience and typically 4+ years of relevant experience.
• Demonstrated experience in sales, account management, business development, or customer relationship management.
• Experience managing customer relationships and supporting sales, renewals, or account-growth opportunities.
• Experience using CRM technology to manage customer activity, opportunities, or sales pipeline.

Preferred Skills/Experience

• Experience selling to or managing relationships with Integrated Delivery Networks (IDNs), hospitals, or health systems.
• Healthcare sales, healthcare distribution, healthcare services, medical products, or related industry experience.
• Experience managing complex or strategic accounts with multiple decision-makers and stakeholders.
• Strong consultative and solution-selling skills with demonstrated negotiation experience.
• Experience supporting contract negotiations, renewals, solution implementations, or cross-selling.
• Ability to communicate financial value, ROI, cost savings, and business outcomes to customers.
• Knowledge of healthcare market dynamics, reimbursement, 340B, or other issues affecting health systems.
• Strong business and financial acumen.
• Experience working cross-functionally in a matrixed organization.
• Salesforce or similar CRM experience.
• Strong presentation, organization, problem-solving, and communication skills.

Travel, Work Environment & Physical Requirements

• Field-based/home-office role supporting customers across a multi-state territory.
• Ability to travel up to 75%, including overnight travel, based on customer and business needs.
• Valid driver's license and ability to travel within the assigned territory.
• Ability to lift up to 25 pounds and perform occasional physical activities associated with customer visits or business travel.

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:

Total Target Cash (TTC) is defined as base pay plus target incentive.

McKesson has become aware of online recruiting-related scams in which individuals who are not affiliated with or authorized by McKesson are using McKesson’s (or affiliated entities, like CoverMyMeds or RxCrossroads) name in fraudulent emails, job postings or social media messages. In light of these scams, please bear the following in mind:

McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.

McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting-related communications with candidates.

McKesson job postings are posted on our career site: careers.mckesson.com.

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.

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