Enterprise Account Executive
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Job Description
Enterprise Account Executive managing IDN and health-system accounts for McKesson, a healthcare products and services company. Driving renewals, enterprise solution adoption, customer ROI, and strategic growth across a multi-state territory.
Responsibilities:
- Develop and manage strategic relationships with Integrated Delivery Networks (IDNs) and health system customers across an assigned multi-state territory
- Serve as a key point of contact for assigned accounts, driving customer retention, renewals, satisfaction, and adoption of enterprise solutions
- Build relationships with senior customer stakeholders and understand their business and financial priorities
- Connect customers with solutions that deliver measurable value
- Partner with internal subject matter experts and cross-functional teams to identify and qualify opportunities
- Support contract execution and implementation
- Demonstrate customer return on investment (ROI)
- Own and manage assigned IDN and health system accounts
- Lead customer renewal activities in partnership with sales and field leadership
- Conduct strategic business reviews and customer meetings
- Identify and qualify opportunities for additional enterprise solutions
- Apply a consultative selling approach
- Support opportunities from discovery and qualification through contracting, implementation, and customer adoption
- Establish and document measurable customer value and ROI
- Lead customer issue resolution by coordinating internal resources
- Maintain account activity, opportunity, pipeline, and customer information in Salesforce/CRM
- Monitor healthcare industry trends, market dynamics, and competitor activity
- Manage territory priorities and sales activities independently within a matrixed organization
Requirements:
- Degree or equivalent experience and typically 4+ years of relevant experience
- 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
- 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
- Ability to travel up to 75%, including overnight travel
- 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
Benefits:
- Competitive compensation package
- Annual bonus or long-term incentive opportunities may be offered
- Total Rewards benefits package
- Equal employment opportunities
- Reasonable accommodation for job search or application
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