McKesson Director Corporate Accounts, Lab in United States

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. McKesson Medical-Surgical provides medical-surgical supplies and equipment to physicians' offices, home care agencies, long-term care facilities and surgery centers. Our catalog includes more than 150,000 national brand products from bandages to exam tables, plus McKesson's own line of high-quality medical-surgical products. We're proud to be the only national distributor serving the entire continuum of healthcare.

Every single McKesson employee contributes to our mission—by joining McKesson Medical-Surgical you act as a catalyst in a chain of events that helps millions of people all over the globe. Your expertise, drive and passion can help us improve everything we touch, from providers to payors to pharmacies. 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.

Position Description

The Director of Strategic Accounts, Laboratory is primarily responsible to engage with the C-suite of large corporate accounts. The position is expected to identify and develop new lab business opportunities, penetrate and retain existing business and to meet & exceed annual sales and gross profit $ plans. The Director of Corporate Accounts will drive the implementation of secured business across the LAB organization and will represent the LAB organization across McKesson’s business units, promoting cross functional collaboration and new business growth.

  • Develop business relationships with large laboratory customers within corporate accounts focused at the C-suite level to generate new business, penetrate and retain existing business in support of achieving sales and GP$ objectives. Targets include large LAB opportunities over $500K; IDNs; retail clinic and urgent care chains, and large central labs.

  • Drive and coordinate the implementation of secured business across McKesson sales regions in primary care by collaborating with LAB sales / sales management, PC corporate accounts, Customer Solutions Team and LES/LPOC Sales Specialists.

  • Value Proposition: Develop and drive the McKesson Value Proposition for Total Lab Solution to include standardization of formulary, product and process, conversion to new technology, management of chronic disease, antibiotic stewardship and higher patient satisfaction and quality outcomes.

  • Relationship Development: Develop relationships with key vendor partners and McKesson teams to leverage national & regional IDN contracts, and other laboratory customers with multiple sites of care to develop and secure new business.

Minimum Requirements

  • 6 -8 years national account sales experience

Critical Skills

  • Proven business development experience at the C-suite level

  • Proven business development experience with large customers

  • Knowledge of LAB industry

  • Knowledge of GPO’s and contracting process

  • Excellent verbal and presentation skills

Additional Knowledge and Skills

  • Ability to work in a fast paced environment

  • Demonstrated leadership in a matrixed environment

  • Strong organizational skills

  • Ability to influence/collaboration

  • Product development or groups of product positioning and placement

  • Standardization of product and process and financial and operational efficiency

Education

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

Working Conditions

  • Traditional home office environment.

  • Large percent of time performing computer based work is required.

  • Frequent travel up to 75% (typically 50%)

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.

Job: Sales/Client Management

Organization: McKesson Medical Surgical

Title: Director Corporate Accounts, Lab

Location: United States (Remote)

Requisition ID: 18003887

Other Locations: United States-Tennessee-Nashville, United States-New York-New York, United States-Pennsylvania-Philadelphia, United States-Massachusetts-Boston, United States-Florida-Tampa, United States-Tennessee-Memphis, United States-Texas-Houston, United States-Florida-Jacksonville, United States-Virginia-Richmond, United States-Texas-Dallas, United States-North Carolina-Charlotte, United States-Georgia-Atlanta, United States-Texas-Fort Worth