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Job Summary

The Account Management Director in Specialty Health is a senior-level sales professional responsible for managing a portfolio of key clients of large scale. This role is pivotal in developing and nurturing strategic partnerships with these customers. The Account Management Director will lead the customer relationship, delivering integrated solutions that are beneficial to both the customer and McKesson Canada, while achieving sales objectives and related KPIs.

The ideal candidate for this role will have a proven track record in sales and account management within the healthcare industry. You should possess strong leadership skills and the ability to influence and negotiate at senior levels. Excellent communication and interpersonal skills are essential, as the role requires building and maintaining long-term relationships with key clients. The candidate should be strategic, with a deep understanding of the market and the ability to identify and capitalize on new business opportunities. Additionally, you should be results-driven, with a focus on achieving sales targets and driving growth for both the customer and McKesson Canada.

Specific Responsibilities

• Customer Relationship Management: Serve as the primary point of contact for assigned key customers, ensuring overall customer satisfaction and developing strong, trusting partnerships. Drive customer retention and growth by consistently delivering value and addressing customer needs.
• Strategic Planning: Collaborate with customers to develop joint business plans based on needs assessment, aligning priorities, and establishing clear accountabilities with relevant metrics and scorecards. Ensure these plans are actionable and measurable, with a focus on achieving specific business outcomes.
• Account Strategy Development: Create, maintain, and communicate a formal account strategy, identifying key growth opportunities and integrating insights into the business development planning process. Regularly review and adjust strategies to ensure alignment with evolving market conditions and customer needs.
• Customer Engagement: Proactively assess and validate customer strategic objectives and priorities on an ongoing basis, fostering customer intimacy with key senior-level functional areas within the strategic accounts. Leverage these relationships to drive mutual success and long-term partnerships.
• Cross-Functional Leadership: Champion and coordinate Specialty Health’s cross-functional resources to support the delivery of the joint business plan. Ensure seamless collaboration across teams to achieve shared goals and deliver exceptional customer experiences.
• Sales and Profitability Objectives: Achieve assigned sales and profitability objectives for the strategic accounts. Lead and execute price negotiations and contract renewals, in collaboration with McKesson Specialty Health leaders. Continuously monitor performance against targets, implementing corrective actions as needed to ensure goals are met or exceeded.
• Governance and Communication: Define the account governance model, including key meetings such as Business reviews, attendees, and cadence, and lead ongoing communication between McKesson’s leadership team and the customer’s senior leadership team. Ensure transparency and accountability in all interactions.
• Market Intelligence and Advocacy: Provide customers with regular updates on market trends and the regulatory environment, representing the voice of the customer to McKesson’s senior leadership team on urgent issues. Use this intelligence to inform strategic decisions and drive competitive advantage.

Minimum Qualifications

• Bachelor’s degree in a relevant discipline or equivalent experience is required (MBA considered an asset).
• 10+ years’ experience in Sales and Account Management.

Key Competencies

• Expertise in building and managing professional client relationships, with a deep understanding of clients' business needs.
• Ability to strategize at a senior level and influence stakeholders, adopting a results-based approach.
• Strong leadership skills to inspire, mentor, and guide a team of professionals.
• Excellent written and oral communication, with strong listening skills and the ability to ask insightful questions; adept at public speaking and making presentations.
• Strong organizational and time management abilities, with attention to detail and effective project management, problem-solving, and analytical skills.

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 Base Pay Range for this position

$104,600 - $174,300

McKesson is an Equal Opportunity Employer

 

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

 

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