McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. The Field VP, Corporate Accounts - Business Development will be responsible for identifying, developing C-level relationships, and closing sales to high revenue, complex customers in the Ambulatory Care market.
Responsibilities:
- Identify, prioritize, and pursue net-new ambulatory care accounts that represent high revenue potential and strategic value to MMS
- Lead enterprise prospecting and early- to mid-stage sales efforts, including outreach, discovery, and qualification with senior customer stakeholders
- Develop clear account pursuit plans for priority prospects, outlining target decision-makers, customer needs, MMS value proposition, and competitive landscape
- Build and maintain senior executive relationships (C-suite and VP-level) to create access, momentum, and sponsorship within complex customer organizations
- Serve as the quarterback for complex enterprise opportunities, aligning internal teams around deal strategy, timelines, and customer requirements
- Partner with pricing, contracting, supply chain, and solution teams to shape commercial proposals and business cases that meet customer and MMS objectives
- Support financial analysis and ROI development as an input to proposals and executive discussions, in collaboration with internal subject-matter experts
- Participate in contract discussions and negotiations as appropriate, ensuring continuity between customer expectations and MMS commitments
- Maintain accurate visibility into pipeline activity, risks, and next steps, and drive momentum toward close across long-cycle opportunities
Requirements:
- Bachelor's Degree or equivalent and typically requires 10 + years of relevant experience. Less years required if has relevant masters or Doctorate qualifications
- Must have a valid driver's license and clear driving record
- 10+ years experience originating and closing large-scale sales to Ambulatory Care organizations in the US (including experience calling on Supply Chain and C-Suite) and must have established, current relationships
- Proven track record of winning new customers and leading complex, multi-solution sales cycles with large, sophisticated organizations with ability to submit a portfolio or brag book
- Experience creating ROI's and financial business cases
- Strong executive level negotiation skills and ability to provide support during contract negotiation
- Excellent written and verbal communication skills
- Ability to work cross-functionally in matrix environment
- Working understanding of GPOs and dynamics within healthcare landscapes
- Demonstrated bias to action and comfort operating in ambiguous, fast-moving growth environments
- Exceptional relationship building skills at all levels, both internally and externally
- Ability to understand technology systems and customer connectivity platforms and articulate the value that they deliver to customers
- High level of computer proficiency using Excel, Word, PowerPoint, and Outlook
- Must have multiple examples of establishing new account wins with large, complex customers while integrating a variety of sales solutions
- Intermittent travel required
- Up to 50% travel within the assigned territory and minimal nights
- Significant amount of time performing computer and phone-based work is required
- Significant amount of time spent traveling via automobile and air
- Home Office environment with frequent travel
- Salesforce CRM experience preferred
- MBA preferred