Manager, Account Management (West or Central)
Atlanta , Georgia
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 Health Solutions delivers industry-leading clinical evidence and expert technology to help payers and providers collaborate for better healthcare outcomes at lower costs. Our solutions reduce unnecessary healthcare utilization while improving outcomes; operationalize complex volume- and value-based payment models; and optimize billing communication between providers, patients and payers. Our solutions are in more than four out of five payers in the country; more than 3,900 hospitals and facilities use our InterQual® evidence-based decision support criteria; and our RelayHealth® financial solutions are used to automate 1.9 billion financial transactions each year.

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


This position is responsible for the assigned customer’s revenue retention, satisfaction success and referenceability for the Provider / Hospital / Health System accounts.   This position is responsible for managing the account management team and ensuring that they are working proactively to help our customers succeed and drive significant ROI with our products.  This position is responsible for mentoring and coaching account managers to the most effective approach of up-sale in services and products and meet revenue and customer retention targets.

Position Description

Manage the portfolio of the MHS Decision Management and Relay Health (Mid-Tier) account management team to retain and grow revenue and customer base for all products.  Work closely with sales in providing support to customers.  Responsible for:
  • proactively helping our customers understand how to best deploy our products, resolving any customer issues (with support of the customer service and technical support hotlines)
  • driving improvements in customer satisfaction, account retention, and referenceability.
  • Design and implement specific measures to effectively track the team’s performance around agreed-upon customer satisfaction and process metrics and manage to them. (e.g., results of customer satisfaction surveys, referenceability)
  • Identify customer references that will help secure renewals and upsells 
  • Manage tracking of AR for the assigned customer base, and manage tracking by customer that payment is in accordance with the fees appropriate managed through our product(s).
  • Manage within budget

 Enable the account management team to lay the groundwork for successful account renewals and work closely with the sales executive to secure the renewal.  Report, and escalate as necessary, to Leadership on the anticipated status (red/yellow/green) of all renewals within a rolling 12-month window on a monthly basis. Note:  the actual renewal negotiation will be handled by the sales executives. 


Setting and managing upsell opportunities.   Ensure that team is identifying additional selling opportunities (including add-on services) and working with the appropriate sales team to drive new business


Team and Performance management.  Define clear goals and objectives, support and coaching team members, identify any training and development needs and provide actions to achieve development plans.


Minimum Requirements
3+ years in account management and demonstrated leadership skills

Critical Skills

  • 3+ years managing a team of Account Managers and/or sales team(preferably remote management experience)
  • Experience selling Revenue Cycle Software solutions to Hospitals/Health systems. 

Additional Knowledge & Skills

  • Experience working as a Senior Account Manager/Account Manager or Sales Executive in Health Care Informatics.
  • Knowledge of sales processes and procedures, high level expertise in communication and presentation skills, especially by telephone. Knowledge of or ability to develop strong product knowledge. 
  • Good coaching skills for developing staff.
  • Relationship builder.


4-year degree in business or related field or equivalent experience. Masters preferred

Physical Requirements
General Office Demands

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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