Corporate Accounts Director, Home Infusion Therapy, West Coast US

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Current Need
We are seeking an experienced Corporate Account Director to join our Infusion Therapy team!  This designated territory will primarily cover the West Coast. Our ideal preferred candidate will currently reside in California, Oregon, or Washington, and within close driving distance to a major airport. Relocation assistance is not provided for this position.

Position Description
The Infusion Therapy Corporate Accounts Director is responsible for managing mid-sized to large regional and national providers in the Infusion Therapy markets. Infusion providers included: 503A, 503B closed door pharmacy and compounding centers. Assigned customers have annual sales potential of at least $6M and annual sales of total customer portfolio will range between $20 and $50M.

Key Responsibilities

• Lead strategic growth across our western region. Close new business, Account penetration with current customers and manage existing customers

• Achieve sales, gross profit, gross margin, AR, freight expense and operating expense objectives by managing existing customer portfolio and closing new customers with minimum $6M in annual sales

• Work with Sales Vice Presidents, Area Sales Managers, and the entire field sales organization to manage existing customers and implement new customers

• Responsible for working cross functionally with the legal, marketing, sales support, pricing, reimbursement services, McKesson Brand, accounts receivable, customer systems and operational teams to effectively deliver the McKesson value proposition while maintaining profitability and corporate compliance

• Participate in strategic planning sessions when appropriate and provide feedback to organization regarding customer value prop, competitive landscape, etc

• Attend and assist with attendance at national trade shows such as NHIA, NICA or state trade shows, as needed

Minimum Requirements
• Degree or equivalent and 7 + years of relevant experience.

Critical Skills

• 7 + years of sales experience

• Successful track record of hunting, closing and managing large and complex extended care customers

• Proven ability to operate as a trusted advisor to C-suite and senior enterprise leaders

• Deep understanding of healthcare distribution and complex infusion therapy customer dynamics

• Demonstrated experience successfully negotiating contracts

• Strong analytical skills and business acumen, including experience negotiating, and supporting contract performance

• Ability to work through customer challenges with the highest sense of critical urgency

• Ability to educate on value proposition, determine customer need and move them to action

• Strong project management experience implementing customized services, etc

Additional Knowledge & Skills

• Infusion Therapy industry knowledge preferred

• Experience and familiarity with Salesforce.com

Travel

• High amount of overnight travel required, as well as frequent air travel up to 75%

• Can work out of office in home or office at McKesson location

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

Physical Requirements
• Significant amount of time performing computer and phone-based work is required
• Significant amount of time spent traveling via automobile or air travel; travel 2-3 days/week on average

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations.  In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Total Target Cash (TTC) Pay Range for this position:

Total Target Cash (TTC) is defined as base pay plus target incentive.

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McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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