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Position Description

CoverMyMeds (CMM) is seeking a VP of Regional Sales for its Provider and Health System business segments, focusing on selling technology solutions that serve hospitals, health systems, and provider organizations. The ideal candidate will have a proven history of documented successes in selling technology solutions across provider markets, payer/PBM, or within the broader healthcare industry. This position is responsible for both new sales and retention of existing business, acting as the subject matter expert on CMM solutions for internal and external stakeholders. Preferred candidates will have experience selling technology solutions at the corporate level within provider organizations or health systems, and managing the sales process and outcomes across complex healthcare organizations.

Core Responsibilities

• Develop new business opportunities, conduct opportunity assessments for all accounts, and define overall account strategies.
• Maintains high-level executive relationships with health system decision-makers (CIOs, CMIOs, Revenue Cycle leaders).
• Lead the discovery process and analysis/qualification for applicability of CoverMyMeds solutions into provider and health system market segments.
• Collaborate with Legal teams to negotiate and navigate the contracting process.
• Understand provider and health system processes, decision drivers, and current/future needs.
• Maintain detailed knowledge of assigned products, customer vertical industry trends, and have in-depth understanding of the specific applications running in the customer’s environment.
• Articulate the ROI of solution utilization for provider organizations.
• Coordinate One McKesson opportunities across provider and health system accounts.

Key Responsibilities

• Achieve annual quota goals—for assigned provider and health system accounts and/or geographical area.
• Rapidly build new provider networks via contracting to enable business to scale new solutions quickly in the market.
• Manage and grow large, complex, and national health system accounts, ensuring long-term customer satisfaction and strategic account penetration.
• Collaborate with cross-functional teams to deliver integrated solutions and maximize customer value.
• Demonstrate appropriate level of knowledge regarding solution products, services, and business partners relevant to providers and health systems.
• Independently determine ‘best fit’ for provider customers through the discovery process.
• Manage sales expenses, working within McKesson Travel and Expense policy.
• Log and forecast all territory sales activities in Salesforce.com and other sales tools as required.
• Attend industry events, customer conferences, etc., to drive new sales and strengthen provider relationships.

Minimum Requirements

• 7+ years sales experience, preferably in the provider, health system, or hospital space.
• Documented success in achieving set sales quotas.
• Degree or equivalent
• Specialized Knowledge: Expertise in prior authorization workflows, EHR integration, payer connectivity, and automation technologies.

Critical Skills

• Excellent oral and written communication skills.
• Ability to sell solutions using consultative selling techniques.
• Ability to develop and present cost benefit models to senior level provider personnel/administrators.
• Experience with both cold calling to generate new business and nurturing/managing tenured accounts with longstanding relationships.
• Cross-functional collaboration with product management, marketing, account management, finance, sales operations, and legal teams.
• Articulate and analytical.

Additional Knowledge & Skills

• Healthcare sales experience is highly preferred.
• Ability to successfully work remotely and independently.
• Thorough knowledge of assigned product(s), company functions, marketing and/or service policies and procedures, and excellent communication skills.

Education

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

Physical Requirements

• General Office Demands.
• Ability to travel up to 50%.

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:

$165,000 - $275,000

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

McKesson has become aware of online recruiting-related scams in which individuals who are not affiliated with or authorized by McKesson are using McKesson’s (or affiliated entities, like CoverMyMeds or RxCrossroads) name in fraudulent emails, job postings or social media messages. In light of these scams, please bear the following in mind:

McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.

McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting-related communications with candidates.

McKesson job postings are posted on our career site: careers.mckesson.com.

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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