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.

Current Need:

The Strategic Account Executive, Oncology & Specialty will be responsible for driving relationship expansion and revenue growth by cultivating long-term collaborations with our most valuable biopharma enterprise customers. This executive leadership role is critical to the company's success, requiring a strategic mindset, exceptional relationship-building skills, and a deep understanding of stakeholder needs across oncology and specialty therapeutic areas.  You will direct customer engagement and product strategies by leading a matrixed team of senior account managers and orchestrating cross-functional efforts to position our oncology and specialty solutions effectively within priority customer accounts, anticipating their evolving needs and identifying opportunities for growth.

Key Responsibilities:

Develop Customer Account Strategies:

• Develop and execute plans to identify, acquire, and deepen relationships within priority customer organizations.

• Build forums and collaborations to increase understanding of customer needs and drive significant revenue growth.

• Set direction and coordinate sales priorities to secure high-value, multi-year agreements with strategic accounts, including navigating complex procurement processes and stakeholder dynamics.

• Partner with internal teams (marketing, market intelligence, sales effectiveness) to gather and incorporate market trends and customer insights into a comprehensive understanding of each customer's drug portfolio and pipeline.

• Build, syndicate, and refine plans for how McKesson solutions are proposed and presented to address customer needs.

• Candidly assess customer requests and manage expectations where misalignment exists.

• Ensure customer satisfaction and drive adoption of our solutions within strategic accounts through effective account management and executive sponsorship.

Align Sales Opportunities and Value Execution:

• Define criteria and manage process to establish priority customers and differentially support engagement to deliver revenue and strategic growth.

• Coordinate with internal product and sales teams to bring the appropriate solutions to each strategic account, aligning resources and developing account-specific go-to-market strategies.

• Drive internal alignment on GTM, contracting, pricing, and delivery structures that drive adoption and business benefit.

• Serve as an advocate for customer needs and value in internal forums.

Product Strategy Alignment:

• Communicate themes, solution ideas, and specific requirements into product processes to anticipate and address opportunities based on priority customers’ evolving strategies and drug portfolio needs.

• Collaborate closely with cross-functional teams, including product management, marketing, sales, and delivery, to align strategies and facilitate seamless execution of customer-driven initiatives.

• Collaborate with product management to confirm alignment of account needs with overall growth strategies and product roadmaps, ensuring solutions are ready to meet customer needs.

Collaboration and Organizational Success:

• Build and lead a team of dedicated and matrixed senior customer managers, providing guidance, coaching, and mentorship to ensure effective management of complex strategic accounts.

• Deeply understand our digital health solutions portfolio and value propositions for biopharma enterprises, staying current with industry trends and competitor landscapes.

• Engage with strategy teams to support analysis of market trends, customer feedback, and sales data to identify growth opportunities informing strategic decision-making.

• Represent the company at industry events, conferences, and executive meetings, extending our brand as a trusted partner in the specialty biopharma sector.

Minimum Requirements:

• Degree or equivalent and typically requires 10+ years of relevant experience in life sciences, healthcare, strategic account management, sales leadership, or related senior roles. Less years required with relevant Master’s or Doctorate qualifications.

Education:

• Bachelor's degree in a relevant field such as Life Sciences, Business, or a related discipline; advanced degree (MBA, MS, PhD, PharmD) preferred

• Demonstration of growth through formal leadership training or executive education programs

Critical Skills:

• 10+ years of progressive experience in life sciences, healthcare, strategic account management, sales leadership, or related senior roles

• Varied experience in life sciences organization (e.g., clinical development, market access, medical affairs) preferred

• Proven track record of successfully building, managing, and growing products or services teams, strategic accounts, and biopharma businesses

• Extensive experience leading and motivating high-performing teams, with a focus on coaching, mentorship, and professional development

Additional Skills:

• Deep understanding of the life sciences and biopharma industries, including trends, challenges, regulatory landscapes, and drug development processes

• Exceptional leadership, communication, and negotiation skills, with the ability to influence and navigate complex stakeholder environments

• Strong strategic thinking and business acumen, with the ability to develop and execute growth strategies aligned with company objectives

• Expertise in data-driven decision-making, with the ability to synthesize complex information and develop actionable insights

• Comprehensive knowledge of consultative selling techniques, solution positioning, and value proposition development

• Proficiency in building and managing cross-functional teams and fostering collaboration across the organization.

• Strong executive presence and experience representing the company at industry events, conferences, and executive-level meetings

Working Conditions:

• Remote / Home-based

• Travel up to 40%

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. 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

$132,100 - $220,100

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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