Exec Sales Dir-HC Rev Cycle Svcs
San Francisco , California
January 27, 2017

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. McKesson Business Performance Services (BPS) is a leader in physician and hospital revenue cycle management, physician electronic health record and practice management system technology, and strategic consulting services. BPS offerings are uniquely designed to help physician groups, hospitals and health systems, accountable care organizations, labs, and emergency medical service providers improve efficiency and grow revenues while staying current with the latest regulatory requirements.

We understand the importance of a system that works together. Your expertise, drive and passion can help us carry out our mission to improve lives and advance healthcare.

Join our team of leaders to begin a rewarding career.

Current Need

The Enterprise Executive Director is responsible for an assigned sales quota within a geographic territory for Revenue Management Solutions sales in the Hospital/Health System and development of the client relationship at all levels. This person will also work with the operations and marketing team with regards to creating and developing key documents and presentations to both existing and potential clients.


Location:  Remote/Telecommuter position covering accounts in the Western U.S.

Position Description

Enterprise Business Performance Services (BPS) includes:

• Acute End-to-end Revenue Cycle Management
• Part A CPT & ICD Coding & Auditing provided by certified coders
• Business Intelligence Reporting
• Fee Schedule Optimization
• Practice Management Systems
• Hospital Revenue Cycle services
o Self-Pay Services
 Predictive dialer
 Eligibility checking
 Propensity to pay
 Extensive work flow tools
o Insurance / Governmental Services
 Low dollar and aged
dollar accounts receivable (AR)
 Medicare Secondary Outsourcing (MSO)
 Eligibility checking
 Includes Extended Business Office (EBO)
o Audit Services
 Charge capture recovery
 Concurrent review
 Retrospective review
 Defense audits
 Specialized nurse auditors
 Accounts Receivable Transformation
o Legacy A/R Liquidation
 Mitigate risk sun-setting legacy system
 Phased in approach
 Complete resolution of AR

Position Description

Enterprise Executive Sales Director Responsibilities:

• Identify new account sales opportunities within assigned territory and market segment for Hospital Revenue Cycle services
• Development of the following competencies:
o Product, Service, & Technical knowledge of RMS offerings
o Consultative selling process
o Relationship building
o Strategic sales planning
o Communications & listening
o Hospital revenue management business acumen
o Time & territory management
o Sales administration leveraging Salesforce.com
o Local area & regional marketing within assigned territory
o Competitive environment within assigned territory and market segment
• Responsible for all components of the sales process to include, but not limited to:
o Prospecting
o Qualifying prospect
o Practice management & reporting system demonstrations
o Assembling & managing internal pursuit team
o Analyzing prospect financial data
o Developing scope of services & pricing with pursuit team
o Developing proposals & contracts
o Arranging site visits


Minimum Requirements
8+years new account sales experience

Critical Skills

Experience working with hospital clients, preferably in selling consulting or revenue cycle services

Strong understanding of the in-patient side of the hospital

Experience in the revenue cycle/billing side of hospital practices with strong platform knowledge and experience

Strong cold-calling experience and must have strong relationships built with hospitals in the Western U.S.

Ability to break down barriers in order to locate and/or create revenue opportunities

Knowledge of sales territory management (SalesForce.com experience a plus)

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

Physical Requirements
Up to 50% overnight travel required

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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