Account Executive, Emerging Markets
Location:
The Woodlands , Texas
Posted:
January 23, 2017
Reference:
16009407-en-us

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. At McKesson Specialty Health, our products and services span the full continuum of specialty patient care. From the initial phases of a product life cycle and the distribution of specialty drugs, to fully integrated healthcare technology systems, practice management support, and ultimately to patient care in the communities where they live, we empower the community patient care delivery system by helping community practices advance the science, technology and quality of care.


We have a vision —that the long-term vibrancy of community care will be achieved through the leadership of physicians committed to clinical excellence and innovation, enabled by close collaboration with our organization and our deep clinical, operational and technological expertise.Every single McKesson employee contributes to our mission—by joining McKesson Specialty Health you act as a catalyst in a chain of events that helps millions of people all over the globe. You’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.


Join our team of leaders to begin a rewarding career.



Current Need

 

The Account Executive (AE) role is a field based position responsible for managing top tier customer account relationships in a defined territory.  The AE will educate customers and drive adoption of McKesson Specialty Health’s suite of technology and value added services that will enhance customer efficiencies, profitability, and revenue.  Additionally the AE will ensure expansion of drug portfolio both through new product launches and existing products.  This role will be selling at the C-Level within physician owned retina practices ensuring a positive customer experience. The AE will also be responsible for generating new business from opportunities within a defined target list. Account Executives are also responsible for successfully coordinating the transition of from Business Development Executives (BDE) at the appropriate time.  


Position Description

Successfully manage an assigned sales territory by driving the sales process to expand valued added services, expand wallet share, and increase overall gross profit. Perform Quarterly Business Reviews  to assess customer needs and presents value added services of Emerging Markets (EM) to key decision makers.

Build profitable business relationships with physicians/clinicians and administrators to drive the adoption of EM technology and other value added services and increase EM partnership role

Win new business opportunities through strategic acquisition that meets or exceeds sales objectives.  Collaborates with other business functions within McKesson Specialty Health to drive integrated selling opportunities/solutions to closure

Develop a knowledge base of the marketplace, business environment, physician practice dynamics and customer concerns to drive consultative selling approach.  Share best practices with team members to enhance skills of others, improve EM and increase leadership/mentor skills.

Facilitate resolution of customer issues including working proactively with EM Credit/Collections to help resolve financial matters and manage risk.


 

Qualifications

Minimum Requirements
5+ years existing account sales experience

Critical Skills

Self starters with a history of consistently meeting or exceeding sales targets are highly valued candidates

3-5 years outside sales experience preferably in the healthcare setting preferably within the pharmaceutical/biotech, healthcare distribution, healthcare technology or medical device/supply sales space. 

Consultative selling experience to the specialty physician market highly preferred. 
Minimum 2-year record of sales success, emphasizing development of new business.
Experience selling to physicians, practice administrators and C-Suite executives
Excellent time management and communication skills
 


Additional Knowledge & Skills

Healthcare preferred specifically Urology or Neurology experience

Microsoft Office programs, especially Excel.

Salesforce.com or CRM software experience helpful.

Proven consultative selling capabilities.

Motivation to excel and achieve sales results.

Strong strategic thinking/planning and market assessment skills.

Financial acumen to evaluate return on investment (ROI) associated with sales opportunities.

Sales forecasting and pipeline management expertise.

Demonstrated knowledge of effective pre-call planning/needs assessments.

Capable of preparing and delivering professional sales presentations to divergent audiences.

Ability to identify all decision makers and gain a commitment.

Negotiation and closing skills to effectively to secure deals beneficial to McKesson and the customer.

Demonstrated ability to communicate and develop relationships at all organizational levels.

Effective account management and account transition skills.

Team player with strong interpersonal and resource management skills.

Innovative/creative approach to sales/business solutions.



Education
4-year degree in business or related field or equivalent experience



Physical Requirements
General Office Demands

This role is remote with up to 75% travel


Benefits & Company Statement
McKesson believes superior performance – individual and team – that helps us drive innovations and solutions to promote better health should be recognized and rewarded. We provide a competitive compensation program to attract, retain and motivate a high-performance workforce, and it’s flexible enough to meet the different needs of our diverse employee population.

We are in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. We partner with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting.

But we can’t do it without you. Every single McKesson employee contributes to our mission—whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. Talented, compassionate people are the future of our company—and of healthcare. At McKesson, you’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

McKesson is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

Agency Statement
No agencies please.

 


A little about us:
McKesson is in business for better health.

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