The National Manager, Strategic Accounts role is a field based position responsible for managing the top strategic Retina customer relationships. The Strategic Accounts Manager 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 Strategic Accounts Manager will ensure expansion of drug portfolio both through new product launches and existing products. This role will be selling and engaging at the C-Level within community-based Retina practices, ensuring a positive customer experience.

Key Responsibilities:

1. Successfully manage an assigned customer group 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 MSPL to key decision makers.

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

3. Collaborates with other business functions within McKesson Specialty Health to drive integrated selling opportunities/solutions.

4. 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 MSPL and increase leadership/mentor skills.

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

Minimum Job Qualifications:

Education/Training – 4-year degree required, preferably with an emphasis in sales and marketing, business management, or healthcare related field or equivalent experience in a sales position.

Business Experience – 8-10 years sales experience preferably in the healthcare setting - pharmaceutical/biotech, healthcare distribution, healthcare technology or medical device/supply sales space. Consultative selling experience to the specialty physician market highly preferred with a focus on Rheumatology. Prefer 2-year record of sales/management success, emphasizing development and management of large key accounts business, and project management.

Critical Skills:

  • 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
  • Negotiation and closing skills to effectively to secure deals beneficial to McKesson and the customer
  • Team player with strong interpersonal and resource management skills

Additional Skills and Knowledge:

  • 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
  • Ability to identify all decision makers and gain a commitment
  • 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

Working Conditions:

Environment (Office, warehouse, etc.)

General office environment.

  • Position is home-based with extensive travel requirements (51 - 75%+ travel)
  • Current driver’s license required

Physical Requirements (Lifting, standing, etc.)

  • General office demands (standing/sitting)
  • Physical ability to travel; extensive driving
  • Lifting (up to 50 lbs.)
  • Travel to current/potential customer sites, clinician meetings and company events. (51 - 75%+ travel)
  • Must live within the geography of territory to efficiently and effectively work with customers in region

For Internal Use Only: Career Level S4

McKesson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.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 Disability_Accommodation@McKesson.com. Resumes or CVs submitted to this email box will not be accepted.Current employees must apply through internal career site.Join us at McKesson!


9 days ago - source

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