Enterprise Account Executive

Responsibilities

• Enterprise Solutions
• Identifies & qualifies potential Enterprise Solutions for customers.
• Engage Enterprise subject matter experts throughout sales process.
• Oversee contract execution & implementation of new Enterprise Solutions
• Collaborate with Enterprise stakeholders to qualify and implement incremental solutions.
• Secure customer validation of Return on Investment on new and existing Enterprise Solutions
• Gain agreement of Enterprise Solutions value within renewal / decision criteria
• Territory Management
• Actively managing the customer lifecycle
• Prepares and presents Quarterly Reviews with customers including goals, initiatives, trends, financial impact, value and ROI, etc.
• Create and manage frequent agenda-driven customer meetings.
• Consistent on-site meeting schedule and documentation within CRM
• Visibility to build & enhance cross department relationships throughout IDN and/or Health System
• Serves as the primary contact partner for customers.
• Internal coordination across Enterprise to insure highest level of customer satisfaction (i.e. NPS)
• Understand decision making process and engages with all key Health System stakeholders.
• Retain at or above market Annual Operating Profit (AOP)
• Other duties as assigned by Vice President of Health Systems
• Minimum Requirement
• Degree or equivalent and typically requires 4+ years of relevant experience.
• Education
• 4-year college degree or equivalent work experience
• Critical Skills
• 4+ years of Account Management in healthcare industry preferred.
• Proven track record of customer retention, renewals, and growth
• Financial Acumen: Clear and concise understanding of financial levers
• Ability to communicate and influence at all levels of the organization as well as presentation skills to C-level audiences. Consistently delivering compelling presentations and Business Reviews
• Accountable to drive sales process from inception to contract execution to include a seamless implementation
• Drive result through exceptional negotiation skills
• Exceptional consultative selling skills & ability to have crucial conversations, gain customer validation of overall Enterprise-wide value proposition
• Additional Skills
• Proficiency in Microsoft Office (Outlook, Excel, Word, and PowerPoint) and Salesforce.com or CRM software experience
• In depth knowledge of the healthcare industry and impact to IDN or Health System
• Collaborative team player with strong interpersonal and resource management skills
• Strategic, innovative, out of the box thinker, with demonstrated success in complex problem resolution
• Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment where complete information is not always present
• Planning and forecasting along with market intelligence and assessment skills
• Strong business and financial acumen
• Working Conditions
• Home office with extensive area travel up to 50%
• Physical Requirements
• (Lifting, standing, etc.) - Lift up to 25 pounds, some physical work will be necessary
• Must have a valid driver's license and ability to travel per customer requirements

Benefits

Additional Information

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve - we care. What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow's health today, we want to hear from you. *Must reside in MN* Customers are in MSP Metro. The Enterprise Account Executive (EAE) is responsible for managing the overall customer relationship to include day-to-day customer activities, renewals, and issue resolution for assigned accounts. Account Executive is also responsible to qualify, collaborate with Enterprise subject matter experts and to drive new Enterprise Solutions through contracting & customer implementation. Secure and document customer's realized return on investment (ROI) and value of new and existing solutions. Portfolio of customers to include IDN's and Health Systems within designated customer class. Primary focus will be to renew all IDN/Health System customers working with VP of Renewal & Field Leadership team. The Enterprise Account Executive may also support Business Development Team in designated areas.

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